Sales Strategy Senior Director

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:

1.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.

2.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).

3.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.

4.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.

5.Build performance driven culture:

• Play the overall leadership role to oversee total sales performance by channels/ regions/ distributions/ key accounts by analyzing 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.

6.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.

7.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.

8.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.