GTM Manager - Distributor Management Plan

Who We Are

At Suntory PepsiCo VietNam Beverage, we are committed to creating a diverse, equitable, and inclusive workplace for all employees. We strive to provide equal opportunities for employment, development, and advancement regardless of race, color, religion, gender, gender identity or expression, sexual orientation and age. We are continuously working to cultivate an environment that is free from discrimination, harassment, and bias, and we welcome all individuals to apply for roles at Suntory PepsiCo.

About your role

To enhance capability of distribution system through: Building and delivering strategy-aligned standards of distributor, distribution network related matters, ensuring the compliance of AS&D process, and planning territory mapping/distribution network.

What You'll Do

1. Distribution network

Continously evaluate SPVB distribution network (profitable size, viable distribution models like: Distributors, Agent, Assisted Agent….) to re-define and develop the viable distribution model to support GTM strategy (Performance/Business)

• Quarterly updating/ mapping and evaluating distribution base of SPVB and competitors

• Monthly evaluating distributor performance/P&L and work with SD/ASM to build action plan for improving/ growing/ or changing distribution network where having distributor with low performance

• On top of Win-In-Rural distribution strategy and implementation: Developing distribution network/model/policy in rural areas

2. Infrastructure & Organization Capability for Distributor system

Analyze and evaluate the infrastructure and organization capability of Distributor system and building development plan to ensure all Distributors able to grow with SPVB business plan year on year.

• Roll evaluates the current infrastructure and capability status of Distributors to build annual upgrade plan for exist Distributors.

• Work with sales team and FGTM to build GTM system in new territory.

• Collaborate Sales team to role in evaluating and selecting new Distributor.

• Identify and develop succession planning for Key Distributors.

3. Distribution Management Programs

• Update distribution base of SPVB and competitors and have action plan to ensure competitive advantage

• Evaluate the capability of distributors and build the standards aligned with strategy: 5 dimensions, Stock, Policy…

• Initiate programs to develop and grow distributor partnership (e.g. Strategic Distributor Program)

• Initiate programs for distributor to ensure growing business sustainably (e.g. Stock Norm)

• And other initiative for developing distribution partnership

4. AS&D Model & Process

Ensure the compliance of sales team with AS&D model and process

• Review process and document/rationale of new route establishing

• Review process and document/rationale of distributor establishing/terminating

What You need to be successful

- At least 5 years of relevant experiences in FMCG.

- Knowledge of Distributor Management.

- Careful, well-organized and detail-oriented

- Good analytical skills

- Distributor and Customer understanding mindset

- Be able to work under pressure and willing to travel

Our DEI Commitment

At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, age, or any other protected characteristic.

Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavor to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.