MAIN TASKS:

1. Strategies:

  • Execute an RTM Roadmap aligned to sales growth initiatives.
  • Ensure alignment with channel partners on integrated RTM model and driving RTM execution. Manage interactions with distributors in RTM Capability & Infrastructure.
  • Align and cooperate with ASM, RSM to roll out and deploy RTM initiatives.
  • Lead the implementation & transfer of best practices in RTM across territories.
  • Coordinate the RTM activities and adjust routes to meet customer needs, improve efficiencies, and ensure appropriate controls & reporting are in place to meet statutory & company requirements
  • Analyze, evaluate and assist Sales Team to develop and deploy right RTM

2. Sales:

  • Understanding of Nielsen Data and building the RTM strategy based on the key observations; analyze information and insights against KPIs at a Territory level
  • Drive continuous business improvement in the secondary sales to optimize route productivity and cost efficiencies.
  • Sales data analysis & competitor benchmarking.

3. Distributor management:

  • Propose goals and KPIs for distributor activities and track ongoing results.
  • Analyze distribution matrix and territory mapping to address growth/ expansion opportunities, provide suitable solutions/ RTM models to improve (strengthening, expanding, trade segmentation, outlet classification, routing, re-routing…)
  • Analyze and evaluate distributors’ operation profitability (Distributor Assessment), align with Sales Management Team and Distributors on remedial Improvement Plans and Development Plans for 1-3 years where applicable. Follow up implementation and improvements of Sales Team and Distributors.
  • Contribute in shaping distributor strategy/planning: classification/ segmentation and trade terms to strengthening strategic partnership with distributors.
  • Support Distributor's adherence to trading terms & develop distributor logistics capability in terms of infrastructure, processes and systems.
  • Review and optimize Distributor Management Process (open/close, including distribution requirements i.e warehousing, route coverage, tools, finance, back-office systems, organizational structure; new route, merging route…), cascade and follow up.
  • Assess training needs at distributor level and provide inputs to trade development team - distributor development program.

4. Other accountabilities:

  • Work closely with Sales Cap, Trade Marketing, MT to have better alignments related to distribution system, and leverage the system for business growth
  • Budget management
  • Join sales automation projects

REQUIREMENTS:

1. Education/Professional Qualification:

  • University graduate major in Business/Marketing of equivalent

2. Experience:

  • Experience: 3-5-year experience in similar position, nationwide scope, ideally in milk or FMCG e.g drinks/tobacco...
  • Experienced in developing new RTM models/ initiatives as an advantage

3. Skills:

  • Excellent commercial sense
  • Excellent analytical and strategic thinking skills
  • Good planning, implementation and presentation
  • Excellent sales orientation mindset and strong collaboration skills,
  • Ability to convince/influence on VP Sales, SD, RSM, ASM and Distributors
  • Fluent communication in both Vietnamese & English
  • Project management
  • Data handling & analyzing

4. Personality:

  • Proactive, self-starter
  • Pragmatic problem solving in complex/ambiguous situations
  • Highly motivated, energetic, enthusiastic and team oriented
  • Strong team player

WORKING PLACE: Nationwide

  • Ho Chi Minh City
  • Western Region
  • Coastal Region