Senior Commercial Excellence Director - Route to Market Strategy

Who We Are

Suntory is a global leader in consumer-packaged goods, renowned for producing and distributing a uniquely diverse portfolio of beverages, premium spirits, beer, wine, and wellness products throughout the world. With a history dating back to 1899, we are driven by a profound purpose: to inspire the brilliance of life, by creating rich experiences for people, in harmony with nature.

Suntory PepsiCo Vietnam Beverage (SPVB) is a strategic alliance between PepsiCo Inc. and Suntory Holdings Ltd. since 2013.

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

- Envision and shape a 3–5-year roadmap that maximizes the advantage of the RTM model in Vietnam.

- To build a robust RTM strategy encompassing direct, indirect, and field coverage through distribution planning, route optimization, and distributor excellence.

- To empower commercial capabilities across both ComEx and CD divisions, driving sustainable growth and operational excellence.

What You'll Do

1. RTM Strategy, Planning & Network Development:

- Lead overall RtM strategy development including distribution model (customer based and geography based), coverage expansion roadmap.

- Evaluate SPVB and competitors’ distribution network to define optimal structure, route productivity, and profitability.

- Develop policy, framework, and investment model for DT segmentation, route mapping, and regional growth plans.

- Partner with Sales, Finance Planning to ensure RtM design aligns with long-term business and cost-to-serve optimization.

- Provide input for annual and mid-term plans (AOP/MTP) related to coverage expansion, network optimization and distributor development.

2. Distributor Management & Planning (DMP):

- Build and sustain distributor capability framework (size, infrastructure, organization, finance/P&L, and system readiness).

- Evaluate, plan, and recommend network rearrangement/optimization aligned with RtM roadmap.

- Develop annual Distributor Development Program (eg., infrastructure upgrade, stock norm, automation adoption).

- Drive continuous improvement through data-driven audit and scorecard of all distributors nationwide.

- Ensure compliance with AS&D model and company distribution policy.3. Channel Strategy & Collaboration (TT, OT):

- Lead RtM planning and execution framework for both Traditional Trade and Organized Trade in line with ComEx strategy.

- Support TT/OT Management team in developing annual RtM plans, census, and coverage strategies.

- Consolidate RtM best practices across channels to ensure alignment and synergy.

- Partner with RtM Ops, MEM, CS to integrate feedback and adjust RtM strategy based on field performance.

- Design income/incentive scheme and benefit package for DCR/SR/Blue force.

4. Sales Capability & Enablement:

- Define sales competency framework and capability roadmap for all frontline levels (DCR to SD), sales supporting functions and ComEx.

- Align with RtM TT Planning, Sales Operations to build TU/TU Advance principles and national training curriculum.

- Monitor effectiveness of training and process improvement initiatives.

- Design Total Reward & Recognition frameworks (Objective Matrix, Sales Incentive, Star Award, Elite Champion) linked with ComEx KPIs.

5. Enterprise Leadership & Continuous Improvement:

- Lead as Enterprise Leaders—champion decisions and actions that transcend functional boundaries, shaping the organization’s future with a holistic, company-wide perspective.

- Lead functional budget planning and cascade relevant approved budgets to Customer Development in alignment with company priorities.

- Build and empower high-performing teams, ensuring engagement, capability development, and- accountability for business objectives.

- Proactively identify and analyze opportunities to enhance processes, systems, and ways of working, driving initiatives that improve productivity and organizational agility.

6. Compliance & Control Environment

- Ensure full compliance with legal, commercial, and internal policies across all sales and distribution activities.

- Lead the implementation of governance standards and ensure distributor adherence to company systems and programs.

-Proactively identify and mitigate commercial, reputational, and operational risks.

-Monitor and manage the control environment to foster transparency, ethical behavior, and accountability

7. Other ad-hoc requests to support business- Other tasks as assigned by Line Manager

What's in it for you

What You need to be successful

-University graduation in economics or relevant disciplines

- Have experience in sales 10 years in Sales/RTM.

- Have knowledge and experience in setting up National distribution network for FMCG companies.

- Have experience in running primary and secondary sales report system.

-Good Analytical skill, able to plan strategies and future operation goals effectively.

-Proficient English for communication and writing

-Competent computer skill – Excel, PowerPoint

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, disability, neurodiversity, or differing abilities, 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.