New Business Development Manager RTC Manager (North)

Regional Route-to-Market / Route-to-Consumer Manager

The Regional Route-to-Market (RTM) / Route-to-Consumer (RTC) Manager is responsible for shaping, implementing, and continuously optimizing the RTC agenda across the region, ensuring strong alignment with the Business Unit's integrated commercial strategy. The role bridges strategy and execution, translating enterprise ambitions into winning commercial models and frontline realities into actionable strategic recommendations.

Key Responsibilities

1.Strategy Development

• Partner with the OpCo Strategy Team & BU team to develop the BWCS (Build Winning Commercial Strategy), with a particular focus on designing and evolving a winning RTC model for the Northern region that delivers against the company's integrated commercial ambitions.
• Serve as a critical link between enterprise strategy and frontline execution, bringing a deep understanding of market dynamics, customer needs, channel evolution, and operational realities to shape strategic decisions.
• Assess external market structure trends, competitive developments from external benchmark and distribution landscape in the North. identify emerging RTC opportunities to ensure the commercial model remains future-fit and capable of driving sustainable growth.
• Contribute to broader commercial strategy discussions beyond RTC, ensuring route-to-market considerations are fully integrated into overall business planning and execution.

2.Operation & Implementation

• This including monitoring a regional team of Digital Sale (B2B & Telesale), Distributor Development Team & Sub D part, Market Execution (Sale Capabilities) & Customer Excellent to drive full RTC function at regional level with excellence execution & high-level of coordination.

• Digital Sale: Responsible for the Digital deployment including Coverage & online revenue (B2B & Telesale) and together with Regional RCM/ASM to share sales growth (secondary & offtakes) responsibility through coordination with RTC HO Functional teams to develop initiatives and campaigns (Loyalty adoption as well as brand & trade campaign) tailor-made with local business background & insights.

• Distributor & Sub D Management: Responsible to deployall initiatives & strategies on distributor managements and Distributor of Future project (DOF) by smooth adoption, good deliveries to support the business performance of HVN direct and indirect distribution, and achieve highest level of Distributors business & operational performance via digital systems (TMS/VMI/DIS). Sub D part: payment, target setting, SDIP, DIS lite.

• Spearhead the implementation of the Salesforce Of the Future (SOF) within the assigned Business Unit (BU), driving transformative enhancements in sales capabilities and competencies to ensure the sales force is perpetually prepared and disciplined in their operations. Translate Sales Capability strategic objectives into actionable execution plans, ensuring alignment and seamless integration across all levels. Actively identify, address, and resolve any potential conflicts or GAPs information related to Field Force Operations, fostering seamless collaboration with RTC HO Functional Teams and other key stakeholders to guarantee flawless and effective execution. This role will directly impact business outcomes by optimizing sales force effectiveness, driving revenue growth, and ensuring operational excellence.

• Customer Excellence: Responsible for BU's customer Excellence through addressing Customers (Distributor, Outlets, Sale Force) needs and issues. It involves coordination with Sale Support Function to resolve problem or complaint and provide the highest level of service possible to BU's customers. Excellence in execution via Coverage and Distribution focus,Effective Routing and Trade Cencus, Proficient in Data products, Digital Products (SEM, Master Data etc)

Accountabilities

1. Driving the RTC strategy development & implementation: Assess the transformation result & develop enhancement plan – aligned, agreed with HOS & National RTC
2. Expand Digital Sale Coverage & Enable Sale Growth through Digital Touchpoints: Develop & execute plan & initiatives (together with BU SLT & RTC HO Function team) to maximize Digital Coverage & capture sale growth
3. Manage Distributor & Sub D to ensure Operational Excellent & achieve business performance: Develop plan to execute DOF strategy roadmap with BU SLT (HOS, RCM, ASM)
4. Strengthen Sale Capabilities & Competencies in all our salesforce: Assess and develop plan to maximize Field Force's level of Execution quality & Effectiveness/Efficiency Driving new way of work on data and tools enablers (ACE 360, TSA, AIDDA,etc). Enhance regional salesforce effectiveness to be aligned with salesforce of the future (KPI, routing, visit efficiency, coverage standard, Span of control, etc.)
5. Focus on Customer Centricity (Distributor, Outlets, Sale Force) to drive the outlets growth: Capture customers pain-points and work with Sale Support function & Contact center to continuously drive retention, and customer satisfaction. Driving Omni channels unifications via focusing on Outlets Growth mindset, enabled by Individual Targets, Sales Fundamentals. Target setting facilitators on Distributors/Sub Distributors/Sales Man and Outlets

Business Context

Key contacts and contact purpose:

Internal:

1. BU Sale team (HOS, RCM, ASM)
2. BU HR Lead
3. BU Trade Marketing Lead
4. HO RTC Functional team
5. Sale Support Functions

External: Customers (Distributors, Outlets – including Sub Distributor)

Position profile

Experience / skills required:

• 5+ years of operative commercial experience
• Project Management
• Change Management
• Communication
• Team management
• Language(s): Vietnamese & Intermediate English

Functional Competencies:

• Category, Portfolio & Brand Understanding
• Channel, Competitor and Shopper Understanding & Insights
• Customer at the Centre
• Route to Market Strategy & Understanding
• Channel & Customer Development
• Distributor Development
• Sales Performance Management
• Selling & Negotiation
• Excellence in Execution
• Change Management
• Project Management
• Digital Savviness
• Communication
• Active Listening
• Leadership Skills
• Problem Solving/Decision taking
• Resilience and Adaptability
• Stakeholder Management