Group Account Manager - Modern Trade

Job Summary

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.

Role: This job is to lead MT agenda, ensure planning and implements plans in order to meet the organization’s business needs.

Job Responsibilities

1 Lead team to grow volume, revenue and share in the Modern Trade channel
• Build long & short term direction for team based on current internal situation & retail landscapes, market trends & shopper insights
• Lead the strategy for Modern Trade’s sub-channel (Hyper/Super and small format: MiniMart/CVS) with clear wins and focus 
• Lead for strategic category/customer development plan per channel/customer understanding & shopper insights
• Lead for effective CDA & standard terms/investment guidelines for customers in each sub-channel of Modern Trade 
• Directly involve to negotiate with top customers and support team to negotiate with customers if required 
• Lead team to Develop, sell, and execute effective CDAs
• Lead team to do Top to Top strategic customer wiring for top customers, and lead team to Develop Join Business Plan (JBP) and keep updated Customer Account Plan (CAP) to the SPVB’s standard.
• Lead team to deliver business agenda/channel agenda/changes incl volume, share, revenue, profit, other strategic agendas: e.g execution enhancement 
• Co-work with SPVB regional/ Sector team to build team capability, to leverage best practices and/or to win regional/global customers and implement Global agreements if any
• Monitor & control effective Budget: CDA. D&A, A&M Push to increase net revenue in each Customer.
• Call on all customer wiring assignments as planned to build good relationship with customers.
• Ensure to achieve MT scorecard.

2 Setting objectives and tracking results
• Set clear objectives for each accounts and for team members that are consistent with company goals with each member of the team
• Ensure clear communication and adherence of pricing and promotion activities 
• Review progress vs objectives on a monthly basis

3 Strengthen operations
• Define, develop execution standard per market changes/technology changes/company new direction and ensure leading the change across team
• Lead team for daily in-store execution
• Define the HC planning, sales structure, succession plan in short term & long term.
• Lead for internal process simplification and productivity/effectiveness of team to improve Speed to Market

4 Identify & Win New Business
• Identify and evaluate new business opportunities (new customers) & develop SPVB’s products in new accounts in assigned location.
• Lead team projects for new business opportunities and to improve current performance.

5 Others
• Address team issue & Lead problem solving 
• Lead and support Director for incurring projects/new scope of works 
 

Skills and Experience

• At least 5 years experiences of management level in Sales MT in FMCG

• Strong knowledge of MT Channel, and wide network with customers in MT.

• Wide understanding of Business overview & strategy

• Have experience in develop plan of Revenue management; Category Management and shopper trends keep tracking plan.

• Have experience in analysis channel/ brand/ price/ pack trends in MT channel vs total industry.

• Have experience in analysis long term business plan of each Customer to build long term plan and balance the forces from all Customer.

• Strong communication/ interpersonal/ leadership/ negotiation skills to be able to communicate effectively with Senior Level Management of SPVB and Customers

• Strategic thinking, strong analytical, problem-solving skills

• Bachelor or Post-graduate degree, major in Economics/ Commerce/ Marketing are preferred