I. JOB DESCRIPTION
1. Job purpose
The Product & Contracting Manager owns the Vietnam product portfolio and the commercial integrity of the country-wide rate sheet. The role leads the P&C team, sets product and pricing standards, and holds final authority over supplier commercial terms within approved.
2. Accountabilities / Main Responsibilities
- Own the Vietnam product strategy and roadmap across all regions and booking types (FIT and GIT/series).
- Maintain a portfolio that is commercially sound and market-relevant.
- Own the country-wide rate sheet and its commercial integrity.
- Set contracting standards and hold approval authority over supplier terms above threshold.
- Maintain segregation of duties from Operations: P&C sets and approves rates/terms; Operations settles and delivers.
- Act as senior owner of centralized supplier contracting for Vietnam.
- Ensure regional market intelligence feeds into contracting and product decisions.
- Own the formal product-operations feedback loop as a standing input to product and rate decisions.
- Ensure Sales is equipped with sellable, correctly-margined product at all times.
- Lead, develop, and hold accountable the P&C team.
3. Responsibilities / Tasks
3.1 Product Strategy & Portfolio
- Direct product development end-to-end: concept, supplier sourcing, costing, and launch.
- Review and refresh the portfolio each season against margin, seasonality, and cost-base targets.
- Monitor market trends and competitor products; adjust the roadmap accordingly.
3.2 Rate Sheet & Contracting Governance
- Maintain and update the rate sheet, including cost base, margin structure, and seasonal rate logic.
- Review and approve supplier commercial terms above the delegated threshold; below-threshold terms handled by the Contracting Specialist per SOP.
- Set and enforce contracting SOPs; audit for compliance on a regular cycle.
3.3 Supplier & Regional Coordination
- Serve as the senior point of contact for supplier commercial relationships across Vietnam.
- Coordinate with regional teams on local market input and priorities.
3.4 Feedback Loop & Continuous Improvement
- Systematically pull supplier-performance data and guest feedback from Operations on a defined cadence.
- Rework or retire underperforming products based on this feedback.
- Re-open supplier negotiations where service or value has slipped.
3.5 Sales Enablement
- Brief Sales proactively on new launches, rate changes, and discontinued products.
- Support Sales with product/pricing clarifications as needed.
3.6 Team Leadership
- Set and review individual targets for all direct reports on a regular cycle.
- Coach and develop the team; manage capacity and workload across P&C.
- Manage the practical mechanics of Product Specialists dual-reporting relationship with Chief Reps.
4. Performance Standard
- Rate Sheet Integrity: Country-wide rate sheet updated and distributed on schedule each season, with ≤2% error rate on pricing, inclusions, and supplier terms.
- Contract Governance: 100% of supplier contracts above threshold reviewed and approved by the Manager before execution; below-threshold contracts audited monthly for SOP compliance.
- Product Performance: Underperforming products (defined by agreed margin/booking thresholds) reviewed and actioned — reworked or retired — within one quarter of being flagged via the feedback loop.
- Feedback Loop Cadence: Supplier-performance and guest feedback reviewed with Operations on a defined recurring cycle (e.g., monthly); minutes/actions logged.
- Sales Enablement: New product launches and rate changes briefed to Sales within 48 hours of finalization.
- Team Management: Individual targets set and reviewed for all direct reports on a regular cycle (e.g., quarterly).
5. Authority
- Approve supplier commercial terms and contract execution above the delegated.
- Final sign-off on the country-wide rate sheet and seasonal pricing structure.
- Authority to set and enforce SOPs for contracting and product development within P&C.
- Authority to reassign work across the P&C team; input (not unilateral control) into Product Specialists regional objectives, given the dotted-line to Chief Reps.
- No authority over booking, delivery, or guest-facing operational decisions — these remain with Operations.
II. REQUIREMENTS
1. Knowledge & Experience
- Bachelor's degree in Tourism, Business Administration, or related field.
- 6+ years in DMC/tour product development and contracting, including team leadership experience.
- Track record owning a rate sheet or commercial pricing structure at a country/multi-region level.
2. Skills & Competencies
- Strong commercial and margin judgment; comfortable owning P&L-adjacent decisions on product.
- Supplier negotiation at scale, including override/preferred-rate programs.
- Ability to run a structured feedback loop and translate it into product/pricing action.
- People management: coaching, target-setting, and managing a team with a dual-reporting design.
- Fluent English required; German a plus given market focus..
3. Personal Attributes
- Structured and decisive — comfortable holding the line on the P&C sets, Operations delivers boundary.
- Collaborative with Operations and Sales without ceding commercial authority.
- High integrity handling confidential commercial terms.
