Retail Channel Lead

Job Summary:

The Retail Channel Lead is responsible for developing and executing the retail sales strategy to drive sales growth, product availability, market coverage and execution excellence across retail channels.

The role will lead the development and management of relationships with retail customers, pharmacy chains, distributors and other relevant trade partners, while ensuring effective execution of commercial and brand strategies at the point of sale.

Key responsibilities:

Retail Channel Strategy & Business Development

• Develop and execute retail channel strategies to achieve sales, market share, and profitability objectives.
• Drive business growth across pharmacy chains and independent pharmacy customers.
• Identify new business opportunities and channel expansion initiatives.
• Monitor market trends, competitor activities, and customer needs to drive strategic decisions.

Key Account Management

• Lead relationships with key pharmacy chains and strategic retail customers.
• Oversee annual joint business planning, contract negotiations, and commercial agreements.
• Ensure effective execution of promotional activities, product launches, and customer-specific initiatives.
• Drive sustainable growth and maximize customer profitability.

Team Management & Capability Development

• Lead, coach, and develop a team of Key Account Executives to achieve business objectives.
• Set performance objectives, monitor KPIs, and conduct regular performance reviews.
• Build account management capabilities and promote best practice sharing within the team.
• Ensure effective account coverage and resource allocation.

Sales Performance & Commercial Excellence

• Monitor sales performance, distribution, and market share across retail accounts.
• Analyze sales trends and customer performance to identify growth opportunities.
• Develop action plans to address performance gaps and improve execution.
• Manage sales forecasting and business planning processes for the retail channel.

Cross-functional Collaboration

• Partner closely with Marketing, Supply Chain, Finance and Regulatory teams to ensure successful execution of business plans.
• Collaborate with Trade Marketing to optimize promotional investment and customer engagement programs.
• Support new product launches and commercial initiatives.

Qualifications & Requirements:

Education & Experience

• Bachelor's degree or above in Pharmacy, Business Administration, Marketing, Economics, or a related field.
• Minimum 7 years of experience in Pharmaceutical, Consumer Healthcare, FMCG, or Retail industries.
• At least 3 years of experience in Key Account Management, Retail Channel Management, or Modern Trade Sales.
• Minimum 2 years of people management experience leading Key Account Executives or Sales teams.
• Proven track record in managing national or regional pharmacy chains and delivering sustainable business growth.
• Experience negotiating commercial agreements and leading annual business planning with key customers.

Job Expertise

• Strong understanding of Vietnam's retail pharmacy landscape and key pharmacy chains.
• Solid experience in key account management, channel development, forecasting, and commercial planning.
• Strong negotiation, business development, and customer relationship management skills.
• Strong commercial and financial acumen, including trade investment and profitability management.
• Proficiency in Excel, Power BI, and sales reporting tools.
• Experience with CRM systems and sales analytics tools is an advantage.

Communication & Language

• Excellent communication, presentation, and negotiation skills.
• Strong stakeholder management and influencing skills.
• Ability to build effective relationships with both internal and external stakeholders.
• Fluent Vietnamese and good command of English, both written and spoken.

Behavioral Competencies

• Customer-centric mindset.
• Leadership and people development.
• Strategic thinking and business acumen.
• Results-oriented and accountable.
• Strong problem-solving and decision-making skills.
• Collaborative and agile.

High integrity and ownership.