Purpose of the job

The objective of a Head of Capability Development includes, but not limited, to define, develop, implement and strengthen, and future-proof the capabilities Heineken Vietnam Sales Team, as well as our business partners such as distributors and sub-distributors. We do it so our teams, as well as business partners can consistently deliver business strategy and performance.

Key Accountabilities

Distributors Development and Capabilities

• Shape and own the Distributor and Sub-D of the future agenda, supporting overall Sub-D & Distributor key pillars

• Drive and deliver all agreed efficiencies and incremental value, including the acceleration of distributor and Sub-D new model

• Define fit for purpose OpCo Distributor/Sub-D agendas, including resourcing, capability priorities

• Route to Customer effectiveness: Ensure reach to any current and potential distribution point

• Distributor Incentive Scheme & Sub-D Incentive scheme: Ensure the effective design of performance-based distributor/Sub-D schemes to drive exceptional and consistent performance

• Act as a sounding board to Senior Management and provide strategic advice regarding key messages, clarity and goal of the distributor/Sub-D initiatives

• Initiate, develop and maintain relationships with a variety of internal and external stakeholders, in line with business needs, policies and external developments

RTC Capability Development

• responsible for designing, developing, and leading/supporting the implementation of future-fit RTC models

• drive the evolution of the company’s route-to-consumer strategy through alternative and optimized distribution models

• Design end-to-end RTC concepts covering commercial, logistics, financial, and operational aspects.

• Design territory logic and outlet ownership principles for distributors and sub-distributors within RTC models.

• Ensure pilot-to-scale governance, converting successful pilots into standardized national/Regional playbooks and operating frameworks.

• Monitor external trends and benchmark best-in-class distribution models.

Sales Capabilities

• Shape and own the plan of Salesforce capabilities development

• Lead Most Wanted Sales Agenda

• Ensure Heineken Vietnam commercial priorities and strategies are translated into know-how, right ways or working, as well as the right mindset across of layers of the sales organization

• Drive the Sales University for all level of sales with Sales Certificates program

• Continuous explore and sick for best-in-class practices (also outside of Vietnam market) to elevate the capabilities to another level

• To develop and install Best-in-class standard operating procedures, for sales teams by:

  • challenging and ensuring the quality use of tools, processes and skills.
  • training and certificate sales teams on those standard procedures
  • Coordinates & centralizes different deployments, projects, etc to keep a drum beat of the different initiatives targeting the regions & guarantees regional execution.

Key requirements:

• University degree in Economics/Business Management

• Work experience: 10-12 years relevant experience in (internal and external) Distributor, Distributors Capabilities, Sales Capabilities, Route To Market Models role in a complex organization.

• Preferably experience in working in organizational development, and transformation programs.

• Excellent stakeholder management skills in a highly complex matrixed organizational structure-work with stakeholders at all levels

• Experience in making results measurable and transparent

• Decisive, proactive and coaching attitude

• Good at Change Management, Project Management, Distributor Development

• Good at Digital Savviness, Communication, Problem Solving

• Resilience and Adaptability: Stakeholder Management

• Ownership mindset, digital transformation, business acumen

• Proficiency in MS Office, BI tool and familiarity with marketing software/tools.

• Experience in successfully guiding and managing small teams is an advantage

• Excellent speaking and writing in English & Vietnamese

• #LI-DNI