Head of Sales (FMCG)

Position Summary

The Head of Sales is responsible for leading the overall sales strategy, commercial execution, and sales operations across Vietnam. This role will drive revenue growth, strengthen customer partnerships, optimize sales performance, and build a high-performing national sales organization.

Reporting directly to the General Manager, the Head of Sales will oversee the national sales organization, manage a team of approximately 30 employees, and work closely with Marketing, Supply Chain, and Finance to achieve ambitious business objectives.

Key Objectives

- Accelerate Modern Trade business growth by strengthening strategic partnerships with key retail customers.

- Strengthen Sales Operations and Commercial Excellence through standardized processes, performance management, and data-driven decision making.

- Drive double-digit sales growth while expanding market penetration and increasing market share.

- Develop long-term Joint Business Plans (JBP) with key customers to maximize sustainable business growth.

- Enhance organizational capability by coaching and developing a high-performing sales leadership team.

Key Responsibilities

Commercial Strategy

- Develop and execute the company's annual and long-term sales strategy aligned with business objectives.

- Drive sustainable revenue growth, profitability, and market share across all sales channels.

- Lead annual business planning, sales forecasting, budgeting, and target setting.

- Identify new business opportunities and strategic expansion plans.

Sales Leadership

- Lead the overall national sales organization to achieve business targets and commercial KPIs.

- Develop channel strategies and execution plans for Modern Trade, Key Accounts, and other assigned sales channels.

- Build and maintain strong strategic relationships with national retail partners and distributors.

- Lead annual commercial negotiations, Joint Business Planning (JBP), promotional planning, and business reviews.

- Ensure excellence in distribution, assortment, pricing, promotions, visibility, and in-store execution.

Sales Operations & Commercial Excellence

- Lead Sales Operations to ensure efficient sales planning, forecasting, reporting, and business analysis.

- Optimize sales processes, territory planning, sales incentive programs, and performance management systems.

- Drive Commercial Excellence initiatives to improve sales productivity and execution quality.

- Collaborate closely with Supply Chain to improve demand planning, inventory management, and service levels.

Financial & Business Management

- Own overall sales performance and commercial KPIs.

- Manage sales budgets, trade investment, and commercial profitability.

- Monitor sales performance through regular business reviews and recommend corrective actions when necessary.

- Analyze market trends, customer insights, and competitor activities to identify business opportunities.

Yêu cầu công việc

- Bachelor's Degree in Business Administration, Marketing, Economics, or related disciplines. MBA is an advantage.

- Minimum 10 years of progressive sales experience, including at least 5 years in a Head of Sales, Sales Director, or equivalent leadership role within a multinational company (MNC).

- Strong experience in the FMCG (beauty) industry.

- Proven success in managing Modern Trade, Key Accounts, and Sales Operations at a national level.

- Demonstrated track record of delivering sustainable business growth, expanding market share, and building high-performing sales organizations.

- Extensive experience leading annual business planning, sales forecasting, budgeting, and commercial negotiations.

- Hands-on experience managing strategic retail partnerships with major Modern Trade, Beauty retail chains and Super Market in Vietnam, such as: Guardian, Hasaki, Beauty Box, Mega Market, Lotte Mart,....

- Existing relationships with key decision-makers within major retail chains are highly preferred.

- Strong commercial acumen and strategic thinking.

- Excellent leadership and people management skills.

- Outstanding negotiation and influencing capabilities.

- Strong financial and analytical skills with experience in sales forecasting, budgeting, and P&L management.

- Excellent stakeholder management and communication skills.

- Ability to lead organizational transformation and drive operational excellence.

- Fluent English (spoken and written) is required.

Quyền lợi

• Thưởng: Quarterly bonus
• Chăm sóc sức khoẻ: Premium Healthcare plan
• Giải thưởng: Yearly Award