Customer Development Partner TOFT (Temp 6 Months)

• Be responsible for achieving the sales targets as planned/assigned of territory/channel in charge;

• Maintain and develop customer network;

• Territory/Channel in charge: TOFT HCMC/HN;

• Product range in charge: Strategic International Brands (SIB).

KEY ACCOUNTABILITIES

1. Sales Call Execution

• Discuss with Channel Manager to align bi-weekly sales call schedules for self & ensuring efficient customer coverage;

• Executes monthly Sales Calls to ensure sales calls align with business priorities, customer needs, and market trends.

2. Customer Management

• Directly manage and grow accounts (target 80 TOFT accounts) by ensuring regular visits, understanding customer needs, and addressing concerns to drive sales. At the same time, secure revenue growth, account retention, and strategic relationship development;

• Develop and manage RPVAC in Tier 1, 2 and 3 distributors;

• Execute account strategy, optimize trade investments, and implement data-driven sales initiatives;

• Align cross-functional teams (Trade Marketing, Finance, and Logistics) to ensure seamless execution of account plans and maximize business impact;

• Implement and follow up with TOFT agreements, contracts, and business plans to meet company objectives.

3. Market coverage & segmentation

• Focus on weighted distribution: consolidating current partners and constantly looking for new relevant partners, in line with company strategy;

• Follow the assigned route plan to ensure full market coverage and maximize sales opportunities across all designated outlets;

• Ensure product presence and visibility at all assigned outlets by monitoring stock levels, merchandising, and negotiating shelf space.

• Ensure sales segmentation strategies support territory expansion and revenue growth;

4. Market & Industry Knowledge Development

• Identify consumer & market trends, competitor activities, and sales opportunities through frontline sales interactions;

• Develop and propose consumer-centric promotional initiatives based on market intelligence;

• Provide strategic recommendations and action plans to improve market positioning.

5. CRM Tools & Data Management

• Ensure effective usage of CRM systems (e.g. SFDC) for customer/account management, monthly sales call execution, market data collection and reporting;

• Ensure accuracy and consistency of sales and customer data to support decision-making;

• Provide timely updates on customer insights, competitor activities, and market trends.

6. Problem-Solving & Sales Execution Support

• Identify challenges in sales operations, trade execution, and internal processes;

• Provide constructive feedback and strategic solutions to resolve issues related to payments, promotions, or trade activations;

• Implement mindset of proactive problem-solving.

7. Product Knowledge & Sales Process Execution

• Demonstrate a strong understanding of the company’s products, brand positioning, and key selling points;

• Execute the sales process effectively, ensuring compliance with company standards and operational procedure;

• Implement trade segmentation strategies to ensure appropriate product distribution and execution in the market.

8. Activation & Promotion Execution

• Ensure effective implementation of trade promotions, activations, and brand visibility initiatives;

• Monitor in-store execution to ensure compliance with agreed activation and visibility plans;

• Collect and analyze customer feedback on promotional activities to assess their effectiveness.

9. Adherence to Company’s Sales Process & Operational Standards

• Ensure compliance with company sales processes, policies, and operational guidelines;

• Implement best practices in sales execution and monitor adherence to structured workflows;

Education & Experience

• University degree

• At least 3 years relevant experience in sales field

• Relevant experience in alcoholic industry or FMCG is an advantage

Competencies

• Consumer Centric

- Selling: Understanding

- Customer Knowledge: Developing

- Business Review: Developing

- Market Intelligence & competitive analysis: Understanding

- Product Knowledge: Proficient

• Business Acumen

- Trade Maths: Understanding

- Financial Acumen: Understanding

- Trade Investment: Understanding

- Channel Management: Developing

- Revenue Growth Management: Understanding

- Category management: Developing

• Operation excellence

- Route-to-market (RTM) & Coverage planning: Understanding

- Operational performance analysis & monitoring: Understanding

- Sales process execution & optimization: Developing

• Leadership

- Influence & persuasion: Understanding

- Personal accountability & Ownership: Developing

- Professional development & growth mindset: Understanding

• Data and decision making

- Sales Data analytics & insights: Understanding

- Problem-solving & Root Cause analysis: Understanding

- Decision-making agility: Understanding

- Contract Management: Understanding

• Others

- Computer Literate: Developing

- Business English: Understanding.