1. Develop and manage the customer portfolio and key accounts in line with the department’s and brand strategies.
2. Develop execution plans by chain and territory for rental spaces, POSM, gifts, FOC and other trade activities based on the overall plan from the Planning team.
3. Develop and manage market coverage and Route-to-Market (RTM) strategies for existing and new categories to maximize market coverage and business efficiency.
4. Establish and improve people management processes, execution standards and reporting systems in collaboration with IT and Sales Operations.
5. Partner with Trade Marketing and MT Planning to develop guidelines, processes and KPIs related to promotions, channel management and in-store exécution
6. Translate the sales plan into clear execution targets for the field team, including sales targets, listing, merchandising, stock availability and other fundamental KPIs on a monthly basic.
7. Lead and monitor the execution of trade activities, including promotions, in-store activations, new product launches and priority product initiatives, ensuring effective implementation at store level.
8. Build and maintain strong relationships with Buyers, Buyer Managers, Regional Operations teams and Store Managers to drive promotional activities, optimize in-store visibility, improve market share and secure prime main-shelf positions.
9. Coordinate, coach and develop the team while leading cross-functional collaboration to ensure effective communication and execution.
10. Develop monthly, quarterly and annual training plans for Supervisors, PGs and Merchandisers, covering both technical and soft skills to enhance team capability and execution excellence.
1. Bachelor’s degree in Business Administration, Accounting, Economics, or a related field.
2. Strong understanding of the Dairy, Beverage and FMCG markets and business models with solid knowledge of the Modern Trade (MT) channel. Having established relationships with major retail chains such as Coop GO!/Big C, Win+, Bách Hóa Xanh (BHX),... is highly preferred.
3. Strong numerical and analytical skills, with the ability to analyze data, identify business insights and support effective decision-making.
4. Excellent communication, presentation and interpersonal skills with the ability to communicate effectively across different levels and functions.
5. Strong training, coaching and influencing skills, with the ability to motivate and develop team members and drive effective execution.
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