[HEINEKEN] Distributor Development Manager

[HEINEKEN] Distributor Development Manager

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Mô Tả Công Việc

Job Title: Distributor Development Manager

Report to: Head of Sales

Department: Sales


1. Translate the RTM strategy into a blue print

- Fully understand the new defined RTM strategy.
- Translate the strategy into a road map to define what steps need to be taken to move the distributor set up from where we are to where we want to be in the coming 3 years .
- Assess the current distributor network and management practices and improve its overall capacity and capabilities to support the long term volume growth ambitions of BBI.
- Shape distributor landscape over time (e.g. optimal number of tiers, exclusivity, distributor segmentation)

2. Distributors appointment and development

- Work with RSM/ASM to select and appoint right distributors to build distribution network
- Design & implement training program in line with sales strategy for improving distributor capability.
- Coaching regularly for distributor performance.
- Develop & maintain a good working relationship with the company’s network of distributors, based on trust, commitment and understanding that is beneficial to both parties
- Coach distributor in all locations to achieve the distribution targets set for all company products

3. Manage distributor performance and capacity

- Work closely with Sales Managers to track distributor performance through the development and enforcement of measurable KPIs including the development of a distributor selection process and compliance audits.
- Take appropriate actions accordingly

4. Design and implement distributor incentive program

- Set benchmarks for distributor performance in the market and creates distributor development plans to address key issues
- Design and implement the Distributor Incentive program to support the business priorities and to encourage distributor practices that enhance their overall performance.
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Yêu Cầu Công Việc


- University Degree. Marketing/ Economics/ Business Administration
- At least 5 years in a sales management role, prefer in FMCG industry, with exposure to sales processes and distributor management practices
- Proven experience in applying high-level (numerical) analysis to accurately assess and execute business situations.
- Ability to identify or determine key priorities and business needs.
- Comprehensive understanding of the company’s business strategies, competitive environment and industry trends to proactively anticipate business needs and develop appropriate objectives and strategies.
- Ability to translate distribution strategy into tactics and ideas into action.
- Ability to work harmoniously and develop interpersonal relationships with a variety of personality types; to be flexible and adaptable to various social styles.
- Good English (speaking and writing) skill
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“Heineken Hanoi Brewery Comp Ltd., the brewer of the world class beers HEINEKEN, TIGER and LARUE beer. We seek dynamic Vietnamese to join our organization.

Công ty TNHH Nhà máy Bia Heineken Hà Nội - Nhà sản xuất và kinh doanh các sản phẩm bia nhãn hiệu toàn cầu HEINEKEN, TIGER, LARUE.”

Xem toàn bộ thông tin công ty
8th Fl, Han Viet Tower, 203 Minh Khai St, Hai Ba Trung Dist, Hanoi
100-499 nhân viên
Human Resources Department