Job Purpose: National Route-To-Consumer Manager oversees the implementation, execution and monitoring of RTC Strategy together and via regional RTC teams of four business units of Heineken Vietnam.
National RTC Manager job purpose can be split into following areas:
As part of the RTC Leadership team, National RTC Manager is responsible for co-development of RTC strategy for long -term and for short term to enhance our RTC Grip via strengthening Distribution Operations Team, Improving Market Execution, Productivity, implementing Digital Sales as well as Customer Centricity. Responsible for aligning the agreed initiatives with the HOS, Regional Sales and Trade Marketing Teams, taking into consideration the regional characteristics and peculiarities Responsible for coordinating the implementation and cascading the agreed initiatives via the regional RTC Teams Responsible for coming up with new initiatives as well as improvements to the current structure to enhance the grip of RTC
Key Responsibilities
Digital Sales
Digital deployment including coverage & online revenue and together with Regional Sales Team, responsible for sales growth through coordination with RTC HO functional teams to develop initiatives and campaigns tailor-made with local business background & insights.
Distributor & Sub D Management
Responsible for deploying all initiatives & strategies on distributor and sub-distributor management. Improve business & operational performance via digital systems implementation and monitoring. Together with the Distributors Development Manager, he is also responsible for supervising the operations of Distributors Development Executives in the region, as well as their capability to build and develop.
Market Execution
Ensuring smooth execution and localization of the sales capability’s initiatives planned together with HO team, as well as identifying local needs and requirements when it comes to sales capabilities. Those capabilities must translate into improvements of execution in the market and ensure sales force is perpetually prepared and disciplined in their operations.
Customer Excellence
Customer excellence through addressing Customers (Distributor, Outlets, Sale Force) needs and issues. It involves coordination with Sale Support Function to resolve problem or complaint and provide the highest level of service possible to BU’s customers.
Commercial Excellence
Promoting Unified Customer Experience (UCE) frameworks in call planning, store segmentation, and unified in-store standards. It also promotes SFE (Sales Force Effectiveness), translating national SFE metrics (coverage, frequency, productivity) into local targets and dashboards. Ensuring Routing & Coverage Optimization.
Qualifications and Experience
University degree in Business Administration, Economics, Marketing Minimum of 7 years of commercial operational experience, with a strong focus on Route to Consumer strategies, Sales Operations, and Salesforce Effectiveness. Proven track record in managing geographically dispersed teams. Ability to design and implement effective Change and Communication Plans. Drive and embed change within the organization to ensure lasting impact. Demonstrated ability to lead and deliver projects successfully. Strong understanding of digital tools and platforms. Hands-on experience with data analysis and digital commercial platforms such as Lazada, Zalo, TikTok, Facebook, Instagram, etc. Clearly articulate the purpose and goals of change initiatives. Address and overcome resistance by persuasively communicating the value of change. Conduct regular check-ins to gather feedback and monitor progress. Ability to listen attentively to team members, understand their concerns, and incorporate feedback into action plans. Lead with honesty and transparency to build trust and commitment. Motivate and inspire teams to actively participate in change processes. Skilled in analyzing complex problems, identifying root causes, and making informed, timely decisions. Remain flexible and effective in the face of challenges and uncertainty. Build and maintain strong relationships with key stakeholders to ensure alignment and support for initiatives. Fluent in English.