VIETNAM COUNTRY MANAGER

▼Responsibility 

A. Channel Development & Distributor Management (Top Priority)

• Develop and execute nationwide GT strategy in Vietnam (territories, distributor layers, coverage, RTM and distribution design)

• Select, contract, and negotiate with primary and secondary distributors/wholesalers (margins, rebates, KPIs, payment terms)

• Build and manage the sales execution structure (DSM, Sales Supervisors, sales reps/merchandisers)

• Develop and execute account plans for key wholesalers (joint promotions, incentive schemes)

• Manage and operate EC channels (brand.com and third-party platforms)

• Credit management (AR collection, overdue reduction, credit limit control) and countermeasures against fraud and parallel trading

B. Marketing & Trade Marketing (Designed for GT Effectiveness)

• Develop annual marketing plans and investment allocation (ATL / BTL / Digital / In-store)

• Design trade programs (launch activities, bundles, repeat-purchase initiatives, POS materials, promoters)

• Pricing and promotion strategy design (alignment between wholesale terms and retail pricing, regional price control)

• Collect insights on competitors, consumers, and distribution; propose SKU, pack size, and pricing optimization

• Develop and drive SNS and digital marketing strategies

C. Distributor & Key Account Management (Structured Execution)

• Annual negotiations and contract renewals with top accounts (key distributors, wholesale chains, etc.)

• KPI management: sales, gross margin, distribution, inventory turnover, promotion ROI, etc.

• Governance over contracts and trade spending (approval processes, documentation, audit readiness)

D. Business Operations (Country P/L & Operations)

• Full P/L responsibility for the Vietnam business (sales, gross margin, OPEX, trade investment, inventory valuation)

• Annual budgeting, rolling forecasts, and monthly reporting to HQ

• Organization design, hiring, performance management, talent development, and culture building

• Demand forecasting and supply coordination (order planning, inventory optimization, local S&OP ownership)

• Design and manage key business processes (sales administration, trade spend settlement, expenses, internal approvals)

• Risk management: fraud, diversion, returns, collections, and crisis/complaint handling

E. Compliance & External Relations (FMCG Country Manager Scope)

• Establish and maintain compliance frameworks for import, labeling, and advertising regulations (cosmetics / FMCG laws)

• Liaison with local authorities and handling of audits when required

• Build top-to-top relationships with key business partners and develop industry networks

Sample KPIs

• Net Sales: [x] VND / YoY growth [x]%

• Gross Margin: [x]%

• GT Numeric Distribution / Weighted Distribution: [x]%

• Active outlets: [x] stores

• Coverage (number of visited outlets): [x]

▼Requirement 

• 8–15 years (guideline) of experience as a Sales Head to Country Manager in FMCG, beauty, or consumer goods within the Vietnam market

• Proven experience in building and operating GT distributor models (RTM, distributor selection, distribution expansion, trade execution)

• Strong track record of driving growth in collaboration with Marketing and Trade Marketing (including promotion ROI management)

• Solid experience in P/L management, budgeting, and forecasting

• Strong negotiation skills (contract terms, rebates, payment terms, trade spending)

• Business-level English proficiency (able to conduct meetings, reporting, and contract negotiations with HQ/Thailand)

▼Core Competencies

・Strong ownership mindset and hands-on leadership

・High financial and numerical acumen (P/L, trade spend, inventory, collections)

・Ability to build scalable systems (KPIs, processes, governance)

・Cross-functional leadership (Sales / Marketing / SCM / Finance / Legal)

・High ethical standards with strong sensitivity to fraud, diversion, and bribery risks

 ▼Other 

・Salary : Negotiable up to skill and current salary (Discussing when interview)

Location: Số 1 Bạch Đằng, P.2, Q. Tân Bình, TP.HCM