Senior Route to Market Specialist - Central & North

We and all personal data processors that we may engage including: (i) companies/organizations within Carlsberg Group; and (ii) third parties as our suppliers and/or professional advisers (commonly referred to as the we) shall process your personal data (Personal Data) to implement our recruitment (Purposes). Personal Data means data provided by you (written or oral) during the recruitment process. You shall ensure that Personal Data is correct, accurate, complete and up to date when it is provided to us. We reserve the right to decide the means and methods of Personal Data processing for the above Purposes. To serve the Purposes, you agree that we are entitled to transfer Personal Data overseas to the above-mentioned third parties. Personal Data processing may pose the risk of data leakage or inappropriate handling of data. We will try our best to avoid such risks. For avoidance of doubt, your application to our company is understood as your explicit authorization to us to process your Personal Data.

WORKING LOCATION: Flexible between Hue City & Ho Chi Minh City.

Main purpose of the position:

The Senior Route-to-Market (RTM) Specialist is responsible for developing and optimizing Carlsberg Vit Nams RTM model, ensuring seamless product distribution, efficient sales force execution, and strategic distributor management. The role involves spearheading RTM strategies, enhancing cost models, improving sales force effectiveness, and deploying advanced digital solutions for RTM operations.

1. Strategies & Development

Spearhead the integration and enhancement of the RTM Model, incorporating agile strategies and conducting annual reviews to refine regional RTM frameworks.

Develop and implement the RTM Cost Model to monitor and improve operational effectiveness and efficiency.

Lead alignment and collaboration with channel partners to integrate the RTM model and drive seamless execution across all channels.

Formulate regional distribution coverage plans, segmented by SKU, brand, and geography, ensuring optimal market reach.

Design and execute stage-wise RTM transformation plans to support the companys growth phases.

Design and develop route-plan by SRs level.

2. Sales Force Effectiveness & Efficiency

Elevate field force performance by designing tools, launching initiatives, and follow-up KPIs and incentive structures.

Conduct in-depth analysis of territory-level KPIs to uncover key insights and drive strategic decision-making.

Champion continuous business improvements in secondary sales, focusing on optimizing route productivity and enhancing cost efficiencies.

3. Distribution channel management:

Propose strategy to maximize each distribution channels by distribution channel segmentation

Set up criteria of quality outlet

Optimize trade investment by outlet segmentation

Partner with business stakeholders to tailor-made plans by territory and channel

4. Distributor Management

Oversee the development and refinement of distributor models, including goal-setting, KPI proposals, and performance tracking systems.

Lead initiatives to optimize distribution matrices and territory mapping, addressing growth and expansion opportunities with tailored RTM solutions.

Deploy the mass ROI model for all distributors in region incharge, ensuring financial viability and performance tracking.

5. Project Management & Digital Transformation

Other project & adhoc tasks from line manager.

What were looking for:

Bachelor&aposs degree in Business, Economics, or a related field.

3 - 5 years of experience in Route-to-Market, Commercial Strategy, Sales Operations, or Distributor Management in FMCG

Strong understanding of RTM frameworks, distributor networks, and sales force execution.

Strategic Thinking & Problem-Solving Ability to develop and refine RTM strategies for market expansion.

Data Analytics & Performance Management Strong analytical skills to track KPIs, manage costs, and enhance efficiency.

Stakeholder Management & Negotiation Strong collaboration with distributors, sales teams, and partners.

MS Office proficiency PowerBI, Excel & Other tool

Fluent English