Job Summary

Currently there are many identified commercial opportunities and challenges in Vietnam that are not addressed properly as the commercial capabilities are low in sales and commercial support group. 
This role will lead the development of Commercial and Sales capabilities across Vietnam to meet current and future business and market needs based on world class bottling and FMCG processes in the scope of capability development for Modern Trade and Key Accounts across Vietnam, focusing on customer management, joint business planning (JBP), revenue growth management (RGM), and in-store execution excellence.

Key Responsibilities

Lead MT Capability Strategy
• Define competencies for Key Account Management (KAM), Negotiation, Category Management
• Build MT capability roadmap aligned with BIG team
• Integrate RGM, Trade Investment, and Customer P&L capabilities

Develop Key Account Playbooks
• Create standardized tools: JBP templates, promotion planning, category reviews
• Build negotiation frameworks and customer engagement models
• Develop execution standards for modern retail & on-premise outlets

Strengthen Customer & Commercial Excellence
• Build capabilities in account profitability, pricing, promo efficiency
• Train KAM teams on data-driven selling & business analytics
• Develop capability in managing national chains & regional accounts 

Localize & Deploy Programs
• Adapt global MT curricula to Vietnam retail landscape (hyper/super/convenience/on-premise)
• Deploy blended learning models (case studies, simulations, digital platforms)
• Build knowledge hub for MT teams

Partner with HR & Commercial Leaders
• Identify capability gaps in KAM & MT organization
• Build future-ready talent pipeline for strategic customer roles
• Support leadership development for MT teams

Requirements

• University degree (Business / Finance / Marketing)
• At least 8 years of experience

Core Competencies
Key competence for the role is to establish collaborative working relationships, deal with change management and process improvement and of developing sustainable regional teams that can continue the local development without him being present.

• Strong Modern Trade / Key Account Management expertise
• Deep knowledge of RGM and Trade Spend optimization
• Strategic thinking & stakeholder management

Specific Competencies 
• Capability Building
• Coaching
• Commercial Knowledge 
• Project Management 
• Business Intelligence
• JBP & Customer Planning 
• Negotiation 
• Category Management 
• Financial Acumen (P&L, ROI) 

Leadership Competencies:
Building and maintaining relationships, communicating effectively, Influences the System, Drives Innovative Business Improvements, Develops & Inspires Others, Builds Vision and Strategy, Ethics, and integrity 

Leadership Behaviors:
Act like an Owner, collaborate with the System, Inspire Others, Drive Innovation, Customer and Key Stakeholders, Develop Self and Others