Distributor Management Executive, Central

Position Title: Distributor Management Executive, Central

Function: Strategy & Commercial

Sub-function: Strategy & Commercial

Location: Da Nang

Key contacts:

• Internal: Revenue Growth Management, Sales, Trade Marketing, Demand Planning.
• External: Wholesalers, Distributors

A. Purpose of Position:

Drive business growth and market expansion in VN through channel:

• RTM Model / Distributor network and capabilities: daily management , coverage, partnership, trading terms, compensation model, ROI, WEP and continuous improvement.
• Bringing Best in class capability building to enhance sales process and sales productivity properly supported by routines and systems.

B. KEY ACCOUNTABILITIES

Oversee the RTM Model / Distributor network in Central region: Day-to-day management of the distributor: volume, inventory, orders, service level.

• Implement the Wholesaler Excellence Program.
• Ensure control system in place to get region compliance on distributor management.
• Understand distributor economics and effectively manage distributor ROI.
• Build future joint business development plan with our distributors.
• Launching new distributors in partnership with the sales team (due diligence, issuing contracts, etc).
• Ensure detailed POC mapping is completed and recommended milestones tracked following our Stage Expansion model.

Collaborate with SFE team on building up Salesforce effectiveness (routines & processes, incentive and training )

• Ensure unified routines & processes for the sales team.
• Support on the field implementation.
• Ensure that the team is well supported by commercial systems and data availability.
• Support on coach and develop team capabilities / Training sessions.
• Manage Sales force sizing, routing, incentives and sales productivity.

C. KEY REQUIREMENTS:

• Education: Bachelor’s Degree (Business, or any Business major related)
• Industry Experiences: Experience in a multi-national companies and FMCG environment.
• Position Experiences: At least 2 years’ experience in areas related to commercial, strategy planning, market development.
• Language: English: ability to communicate, both orally and in writing
• Computer: Skillful in computer software: Excel, Words, Powerpoint etc.
• Integrity and Disciplined

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