IT DISTRIBUTION BUSINESS DIRECTOR

RECRUITMENT: IT DISTRIBUTION BUSINESS DIRECTOR

Position: IT Distribution Business Director

Number of vacancies: 01

Direct reporting line: Board of Management

Scope of responsibility: Nationwide IT distribution business operations and partner channel network.

Work location: Detech Tower, 8 Ton That Thuyet, Cau Giay, Hanoi, Vietnam

POSITION OBJECTIVE

Lead VDO’s IT Distribution Business toward sustainable revenue and profit growth; develop a nationwide channel network, build a strong team, and improve the efficiency of business resource utilization.

JOB DESCRIPTION

a)    Research the market, technology trends, competitors, and customer needs; develop annual, quarterly, and monthly business strategies and plans by product group, brand, region, and partner channel.

b)   Organize and manage distribution business operations; take responsibility for revenue, gross profit, profit margin, assigned operating expenses, and channel development effectiveness.

c)    Build, classify, and develop a network of dealers, resellers, system integrators (SIs), and partners; manage key partners, maintain active trading relationships, and expand market coverage.

d)   Develop and submit for approval pricing, discount, sales support, opportunity/project protection, and channel policies; organize implementation, control profit margins, and resolve channel conflicts in accordance with Company regulations.

e)     Oversee the sales of products distributed by VDO and products under business partnerships, including:

-        Product groups: Servers, Workstations, Storage, Mini PCs, Industrial PCs, Embedded Systems, GPU/AI infrastructure, AIoT, Networking, Chassis, RAM, SSDs, HDDs, MicroSD cards, CPUs, and Graphics Cards/GPUs.

-        Brands and partners: VDOXOR, Gigabyte/Giga Computing, xFusion, Supermicro, ASUSTOR, ASRock Rack, ZTE, AMD, Intel, Samsung, Micron, SK hynix, Innodisk, WD, Toshiba, Seagate, SSSTC-Kioxia, Phison, and InWin.

f)    Manage the sales opportunity pipeline and revenue forecasts; coordinate with Purchasing and Logistics to plan procurement, monitor sell-through, inventory turnover, and slow-moving inventory; recommend inventory transfers, sales acceleration measures, or inventory disposition solutions.

g)   Coordinate with Finance/Accounting to control credit limits, payment terms, and receivables; organize the collection of due debts and issue warnings regarding overdue debts and customer risks. Monitor the fulfillment of commitments relating to sales, delivery, and partner cooperation.

h)   Develop the organizational structure and staffing plan; coordinate recruitment, training, work allocation, and development of the Distribution Sales team.

i)     Establish departmental and individual KPIs; assign targets, provide coaching, conduct periodic performance reviews, and propose performance recognition policies in accordance with Company regulations.

j)     Standardize and implement processes for receiving requirements, preparing quotations, approving prices, placing orders, delivering goods, and conducting after-sales follow-up; ensure that customer, opportunity, and transaction data are fully updated in the Company’s management system.

k)   Coordinate with Marketing, Tech & Solutions, Purchasing, Logistics, and Warranty/After-Sales teams to implement product plans, partner training, demos/proofs of concept (POCs), communications, sales programs, and customer care activities.

l)     Develop relationships with vendors and technology partners; coordinate business planning, pricing support, sales incentive programs, and marketing support. Proactively develop new opportunities with enterprise customers and partners in the IT industry.

m) Analyze performance by product, brand, channel, and customer; recommend adjustments to the portfolio, selling prices, channel structure, and resources to drive profitable business growth.

n)   Ensure compliance with commercial policies, internal approval processes, and contractual commitments within the assigned scope; coordinate the handling of complaints, returns, and transaction risks to ensure service quality for partners.

o)   Report to the Board of Management monthly, quarterly, annually, and whenever issues arise, covering business results, sales forecasts, channel development, inventory, receivables, and proposals requiring decisions.

AUTHORITY AND COORDINATION

a)    Proactively organize work, assign responsibilities to the team, and execute business plans within approved objectives, budgets, and authority.

b)   Propose recruitment, training, staffing adjustments, budgets, and business policies; participate in evaluating employees within the department.

c)    Negotiate prices and commercial terms within the approved policy framework. Contract signing, exceptional price approvals, credit granting, or commitments to partners shall be carried out in accordance with the Company’s delegation and authorization framework.

d)   Propose adjustments to the product portfolio, channel structure, brand priorities, and business resources based on business results, market demand, and Company direction.

e)    Coordinate with International Sales, Retail Sales, Service Sales, and relevant departments regarding customers, opportunities, and sources of supply; agree on points of contact and coordination mechanisms to avoid overlap.

PERFORMANCE EVALUATION CRITERIA

a)     Revenue and profit: Achievement of net revenue, gross profit, and profit margin targets under the approved plan; control of assigned operating expenses.

b)    Channel development: Number of new transacting partners, number of active partners, retention rate, and revenue/profit generated by each partner group.

c)     Inventory and receivables: Inventory turnover, proportion of slow-moving inventory, overdue debt ratio, and debt collection results within the assigned coordination scope.

d)    Sales management: Quality and accuracy of forecasts, transaction data updates, opportunity processing progress, and timely completion of reports.

e)     Team and partners: Team KPI achievement, employee training/development, service quality, and complaint resolution.

f)    Specific targets, weightings, and evaluation periods shall be agreed upon in the business plan, using data reconciled with Finance/Accounting and relevant departments.

REQUIREMENTS

-       College or university degree in Business Administration, Economics, Commerce, Finance, Information Technology, Electronics, Telecommunications, Marketing, or a related field.

-       At least five years of experience in B2B IT hardware sales, including a minimum of two years managing a sales team or distribution channel; a proven track record in revenue, profitability, and partner development.

-       Experience developing dealers, resellers, system integrators (SIs), and enterprise customers; understanding of channel sales processes and collaboration with vendors/suppliers.

-       Ability to conduct market research, analyze competitors, forecast demand, and develop data-driven business plans.

-       Strong understanding of the IT distribution market; preference will be given to candidates with experience in Servers, Storage, enterprise components, or GPU/AI infrastructure and with a relevant dealer/SI network.

-       Ability to develop and execute strategies, budgets, and channel policies; understanding of revenue, gross profit, profit margin, inventory, and receivables management.

-       Experience in recruitment, KPI assignment, coaching, and team development; ability to lead change and collaborate across departments.

-       Proficiency in Excel and customer/sales management systems (CRM/ERP or equivalent); ability to analyze data, prepare forecasts, and present management reports.

-       Strong communication, commercial negotiation, partner relationship management, and channel conflict resolution skills; ability to negotiate complex B2B transactions.

-       Proactive, responsible, honest, and committed to information confidentiality; willing to travel as required by the position.

-       Ability to read and understand product documentation and communicate in English at work; preference will be given to candidates who can communicate and negotiate effectively with international vendors and partners.

BENEFITS

-        Salary: From VND 30 million per month, negotiable based on qualifications and experience.

-       Full participation in social insurance and health insurance, together with welfare benefits in accordance with applicable laws and Company policies.

-       13th-month salary and bonuses for public holidays and Lunar New Year in accordance with Company policy.

-       Professional working environment; opportunity to build and develop the Distribution Business, work with leading technology vendors, and strengthen management capabilities.

-       Participation in extracurricular activities, team-building events, cultural and sports activities, company trips, and other Company activities.

APPLICATIONS

Candidates should submit their CVs via email to [email protected]. [email protected]

Or apply via the website: https://dis.vdo.com.vn/vi/tuyen-dung/tuyen-dung-giam-doc-kinh-doanh-phan-phoi-cntt-r25

VDO JOINT STOCK COMPANY

18th Floor, Detech Tower, No. 8 Ton That Thuyet Street, Cau Giay, Hanoi

Tel: 024 7305 6666 / 028 7308 6666

Ext: 401 / 801