Senior Field Force Manager - SP

Job Purpose

Responsible for the biggest resource allocation in On-trade, Sales Promoter (SP) is the team that directly drive volume, revenue, market share, and strengthen consumer loyalty for Heineken Vietnam’s portfolio. The Senior Sales Promoter Manager is responsible for developing SP Strategy, implementing SP policies, programs& initiatives to support the marketing & branding strategy of the organization. He/ she will be a critical partner with Sales team, Brand teams & Trade HO Team, managing agency to ensure the integration from ABTL to on field SP deployment

Accountabilities

1. Collaborate with Trade HO/ Marketing to develop Sales Promoter Strategy, taking into account regional market differences, company priorities and brand strategies.

• Sales Promoter Strategy - Aligned SP Strategy with Head of Trade

1. Translate SP Strategy into SP Deployment Plan with allocated budget and through region/ segment/ brand J2BDs

• SP Allocation - aligned with On-trade Channel Manager, HoT (Head of Trade MKT), HoS (Head of Sales), Business Controller

• SP Activity Plan – aligned with On-trade Channel Manager, Regional Commercial Managers, Regional Trade Managers, Business Controller

• Manage Agency on Execution on field: Recruitment, Training, SP Force Performance

• Manage Agency on Compliance all Policies, Regulation, Law

1. To analyse sales performance, evaluate the efficiencies of SP activities to react with market changes/ needs or competitor’s threats

• Regional Business Report monitoring actuals vs target: Market Share and Volume performance

• Issue - Opportunity analysis & activity recommendations to drive volume & value growth

1. To manage budget allocation and ensure to optimize and maximize investment of SP at market. Drive a continuous cost optimization mindset with team and agencies

• Quarterly budget Report

• Identify & drive cost optimization initiatives

Challenges:

Typical problems

• The customer and consumer diversification at each region and each segment

Most complex problems

• The short-term and long-term SP strategy and deployment plan in line with company’s vision and portfolio strategy; ensuring that winning choices for key channels are agreed and aligned on brand portfolio and sales distribution assessments

Position profile

Qualifications: University degree in Business Administration, Economics, Marketing

Experience / skills required:

• Knowledge of professionally advertising, culture and sociology

• At least 4-year working experience in the relevant field in beverage industry or FMCG.

• Decision maker

• Good communication, negotiation and presentation skills

• Analytical thinking, strategic thinking and problem-solving skill

• Creative thinking, open-minded and enthusiasm

Language(s): Strong proficiency with spoken and written English

Functional Competencies: Proficiency at Excel or BI tools & Financial acumen

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