Overview Responsible for providing effective Sales support by leading agenda of Trade Marketing, Sales Operations, Revenue Management, Sales Capability for both TT and OT channels to deliver AOP through team capability. Responsibilities The role holder will undertake, and support others to undertake, all aspects of Sales Strategy Team from across a wide variety of GTM, Business Solutions, Business Development, Customer Channel Development, Sales Capability, & Net revenue management including the following aspects: GTM: Plan & define a smart GTM strategies both direct and indirect by aligning AOP with GM, identifying Sales trend/ key issues from Sales report to alert Regional Sales Lead, reviewing new Sales models, managing Sales budget effectively. Customer & Channel Development: Plan and lead of execution of customer & channel development activities nationwide, including necessary activity for category development and developing channel strategy TT/OT to ensure effectiveness of customer focused programs and smooth integration between Sales & Marketing agenda. Enable sales strategies TT/OT with systems [DMS, power BI and processes in order to drive effectiveness and efficiency of sales team). NRM: Lead Revenue Management by building Revenue strategy, reviewing and approving quarterly plan of pack price, mixed management, trade spend, leveraging resources from CU to support Revenue Management agenda. Sales Capability: Lead Sales Capability by building capability strategy for sales all levels TT/OT, distributors, facilitating in key trainings for Sales management team to build capabilities and sales future leaders that enable Sales Team drive AOP & SDD. Collaborate with HRBP to build the talent pipeline for Sales and to drive follow up in IDP for talent development with regards to functional capability. Build performance driven culture: Play the overall leadership role to oversee total sales performance by channels/ regions/ distributions/ key accounts by analysing deeply Sales monthly performance and work with RSLs/ OTL/ Sales/ Cap/ CCD/ SDM/ NRM/ Fin/ Marketing to drive faster – stronger – better Sales strategies through Sales force capability & performance. Influence RSL/ OTL/ Sales Cap/ CCD/ SDM to ensure sales strategy is excellently executed in all channels to drive Sales performance. Maintain physical presence in the market to recognize good performance and highlight areas of improvement. Work with relevant departments in Sales and cross functions to consul RSLs/ OTL solve the problem effectively to ensure high performance achieved. GCS: As a control owner, perform control roles and responsibility in accordance with PepsiCo Accountability model. Support Process Owner in driving GCS agenda. Understand the objective of the assigned control(s) and document the test script attributes for effective execution of the control, evaluate control effectiveness through testing as per GCS guidelines and maintain an audit trail to evidence execution of the activities. Ensure timely remediation of any control deficiencies. Build organization capability Set objectives, assess performance & provide feedback to team as Performance Management Process Suggest and provide recognition & discipline to the team Coach, develop functional capability to the team Create a motivating and rewarding work environment Monitor staff turnover and provide action plan to solve such problem Self- development. Clarify roles, set performance standards & goals, assess performance & provide feedback to team as PMP. Change management & digital transformation: Work with HRBP to define the change strategy to lead Sales Team to the new level of performance to enable VNF business growth sustainably in H1-H3 of SDD. Collaborate with IT to deploy the digital transformation project for Sales successfully by addressing all challenges on processes, manpower, technology to build Sales the best in class in both Vietnam market & Asia BU. Qualifications Required Skills GTM: gained in-depth knowledge and critical experience in GTM nationwide of Vietnam. Able to identify the risk and opportunities in the existing GTM model to propose and implement the new model effectively to maximize Sales effectiveness and efficiency in route management. Customer & Channel Development: experienced in CCD/ Trade Marketing strategy and gained good understanding in foods/ beverage customers/ shoppers to define smart and right channel/ category/ visibility strategies to win sustainably in market place and comply with corporate policies and laws. Sales Capability: able to design a sustainable and effective sales capability strategy to drive business growth and provide internal talent pipeline in Sales. Sales Development: able to identify distribution gaps & work with GTM Lead to bridge outlet gaps to maximize long term business growth. NRM: Understand revenue management principle and how to inteprete it into business strategy to drive top line performance. Business and Commercial Knowledge: Strong business acumen and understanding of FMCG related Commercial processes and trends; able to assess external impact towards internal business challenges. In-depth knowledge of commercial agenda, and emerging Commercial solutions relevant to the organization's business needs.. Able to use knowledge of the customer to identify and expand business opportunities. Business Relationship Management: Experience in building and maintaining strong relationships with business stakeholders, understanding their goals, and identifying opportunities for Commercial-enabled business solutions. Ability to translate business requirements into Sales initiatives and effectively communicate Sales capabilities, services, and value propositions to stakeholders. Leading with insight: Able to navigate insights, understand the implications, and implement insights to drive effective actions. Communicating with impact: listen with intent; build compelling communication, able to prepare communications and presentations that are clear, straightforward, and logically organized. Deliver engaging, impactful presentations that drive others’ thoughts or actions. Identifying Sales opportunities: Analyze sales opportunities and prioritize through systematic evaluation. Set sales strategies and creates plans that maximize sales objectives. Communicate the sales strategy across the organization and ensure proper execution. Levaraging financial concepts: Analyze data and trends to increase sales and profitability. Forecast and achieve business performance. Manage revenue, profitability, and cost. Negotiating win-win solutions: Analyze the customer and prepare for the negotiating environment. Explore alternative and position solutions to reach mutually beneficial sales agreements that gain customer’s acceptance and commitment. Drive the negotiation process to close and execute agreements. Executiving winning sales plan: Identify and align the optimal internal and external resources to drive critical activities. Focus on achieving sales goals through implementation of sales plans. Translate the sales plan into operational reality to ensure strategic priorities yield measurable and sustainable results. Required Knowledge and Experience Essentials: Education: A bachelor's or master's degree in business administration or marketing/ international business. Additional certifications in business analysis, project management, sales management, data lieracy savvy can be advantageous. Working experience at equivalent position of 3 years, or working experiences in senior sales management of 8-10 years. Experience of managing, mitigating and reviewing project risks & issues. Must have leadership ability to manage the team effectively. Very good analytical skill & strategy thinking. Good presentation & strong communication skill. Commercial sense: ability to monitor transaction and analysis movement of sales trend. Strong leadership, problem solving, and coaching skill. Computer literacy (Windows applications). Good at English in both speaking & writing. Data literacy and digital savvy mindset. Good balanced between managing big picture vs. details management to win in negotiation or convincing business solutions. Desirable: Experience of delivery successful sales transformation and/or business change. Strong aspiration to growth at higher strategic roles. Differentiating Competencies Required Finetune model to drive sustainable distribution [direct and indirect]. Find new ways to build visibility in TT, besides the racks. Drive sales force effectiveness.