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[HEINEKEN] Distributor Development Manager/ Regional Sales Manager

  • Ha Noi
  • Manager
  • Permanent
  • 5 - 7 Years
  • Negotiable
  • Food & Beverage (F&B)
  • 31/07/2018

Job Description

Job Title: Distributor Development Manager/ Regional Sales 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.

Job Requirement



  • 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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