Route to Market / Sales Capability Manager (South/north)

JOB PURPOSE

- The Route to Market Manager is the champion excellence in execution for field force.
- He/she is primarily responsible for ensuring all programs to be implemented well in the market, and also all opportunity in the market to be captured and become new initiative (if possible).
- He/ she is responsible for building Sales capabilities and Sales force effectiveness.

JOB ACCOUNTABILITIES

Trade census and outlet classification into channel segments:
- Update all existing outlets (under KCV MCP) into new DMS and refresh for all relevant data including GPS coordinates
- Classification of outlets into relevant channel is critical – may need refreshing the training to DSRs and USM/ASM on outlet classification guidelines. Develop a decision tree to make it easy for DSR
- Perform new outlet hunting as one-time exercise using Nielsen outlet universe we have as a base

Work with BI team to enable ease of analytics, conduct on-going analysis to identify growth/distribution opportunity areas
- Ability to do a ‘cube’ based reporting and ease of extracting data with conditions (eg. List all PICOS outlets where a particular SKU was not sold in the past 2 months or list all outlets where we sell Kotex Day but no OVN)
- Work with TM to continue to identify opportunity areas for growth

Enhance training
- Distributor management module
- On-going training to DSRs/PGs
- Sales Folder update and usage

Track sales force incentive distribution curve and individual outliers on an on-going basis

Fix MCP and Routing Plans for all DSR and Own Sales Force; enforce GPS tracking when
Accenture is in place

Sales Capabilities building:
- Develop a KCV sales academy program for all level
- Conduct necessary for sales force
- Train the trainer for internal trainers
- Build talent pipeline – sales trainee program

- A minimum of bachelor’s degree preferably in Business Management/Marketing, and at least 3-5 years’ exposure to Sales, Sales Capability or Route to Market in the FMCG industry.
- Good communication in English & Vietnamese.
- Experience in both GT and MT environment in Vietnam.
- He/she should have good knowledge of trade marketing/promotion, sales, and the consumer goods industry dynamics in Vietnam.
- Proficiency in MS Office tools, Advisor of Nielsen and PC-based applications is also necessary.

- Competitive salary; rewarding initiative and creativity
- Training opportunities
- AON Medical Care

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