Sales & Commercial Lead

1. Revenue & Commercial Performance
Support the development and execution of SOKOGROUP's overall sales and commercial strategy.
Develop and execute commercial plans to achieve monthly, quarterly, and annual revenue targets.
Own monthly and weekly sales execution against revenue targets.
Monitor revenue, gross profit and commercial performance across brands, outlets and channels.
Identify sales gaps and proactively propose corrective actions.
Drive same-store sales growth, increase : Customer traffic, Conversion, Average check, Items per transaction, Purchase frequency, Product mix, Channel mix
Ensure commercial initiatives contribute to profitable revenue rather than revenue growth alone.
2. Sales Push & Commercial Execution
Develop weekly and monthly Sales Push Plans.
Personally manage selected key accounts, strategic customers, and high-value sales opportunities.
Lead negotiations and commercial discussions for selected strategic accounts and opportunities.
Identify underperforming outlets, products, periods and channels.
Create immediate sales recovery plans.
Develop: Upselling,Cross-selling, Bundles, Add-ons, Limited-time offers, Minimum-spend offers, Seasonal packages, Corporate packages, Catering packages, Partnership offers
Set clear commercial priorities for relevant teams.
Follow initiatives from idea → execution → measurement → optimization.
Push cross-functional teams to ensure commercial initiatives are implemented on time.
3. Outlet Sales Optimization
Work closely with Operations and Outlet Managers to improve sales at each outlet.
Analyze performance by outlet, daypart, customer segment, and product category.
Develop plans to increase: Average check, Items per transaction, Upselling, Cross-selling, Customer frequency, Peak-hour revenue, Off-peak revenue
Identify products that frontline teams should actively push.
Develop selling scripts, product recommendations and sales incentives where appropriate.
Monitor outlet execution and results.
4. Promotions, Vouchers & Customer Spend
The Sales & Commercial Lead takes commercial ownership of promotions, vouchers and customer-spending mechanics.
Develop offers designed to increase: Average check, Average Order Value, Items per transaction, Customer frequency, Repeat visits, Conversion
Manage and optimize: Cash-value vouchers, Percentage discounts, Minimum-spend vouchers, Bounce-back vouchers, Next-visit vouchers, Product vouchers, Partnership vouchers, Corporate vouchers, Seasonal vouchers
Develop targeted promotions for underperforming outlets, products, customer segments and off-peak periods.
Define commercial KPIs before promotions launch.
Track: Voucher redemption, Average spend, Average-check uplift, Incremental revenue, Incremental gross profit, Promotion cost, ROI
Stop or redesign promotions that primarily discount existing demand without generating sufficient incremental profit.
Protect brand positioning and gross margin.
5. Product & Menu Commercialization
Analyze product performance by revenue, volume, gross profit and margin.
Identify: Hero products, High-margin products, Traffic-driving products, Growth products, Underperforming products
Develop bundles, add-ons, cross-selling and upselling opportunities
Build commercial plans for major product launches; establish sales targets before launch; monitor launch performance and recommend corrective actions
Develop commercial plans for key seasonal occasions
6. Online, E-commerce & Delivery
Work with E-commerce to drive online revenue and profitability
Optimize Website, Delivery platforms, Social commerce, Instagram, Facebook, TikTok Shop, Takeaway, Pre-order, Direct ordering
Increase conversion and AOV through bundles, upselling and minimum-spend mechanics
Review platform commissions and channel profitability
Identify opportunities to shift customers toward direct channels
7. B2B, Corporate & Catering
Work closely with B2B Sales to grow Corporate catering, Office tea breaks, Corporate gifting, Events, Seasonal gifting, Mooncakes, Bulk orders, Celebration packages
Develop new corporate leads and partnerships
Grow recurring account revenue
Monitor pipeline, conversion, order value and account profitability
Identify high-value accounts and growth opportunities
8. Tourism & Strategic Partnerships
Develop partnerships with Travel agencies, Tour operators, Hotels, Concierges, Tour guides, Airlines, Travel platforms, Banks, Credit-card companies, Lifestyle brands
Develop dining packages, privileges, referral programs and partnership offers
Measure traffic and revenue generated by partnerships
Review partnership ROI and prioritize commercially productive relationships
9. Marketing & Campaign Performance
Work closely with Marketing to ensure campaigns have clear commercial objectives
Define sales targets and KPIs before campaigns launch
Measure Incremental revenue, Gross profit, Product sales, Traffic, Conversion, Average check, ROI
Recommend scaling, modifying or stopping campaigns based on results
10. Pricing & Profit Optimization
Work with Finance, Operations, Marketing and Product teams on pricing and promotional strategy
Review profitability by product and sales channel
Monitor Gross profit, Gross margin, Contribution margin, Discount cost, Platform commission, Promotion cost
Develop pricing, bundles and commercial packages
Prioritize high-margin products and channels
Challenge commercial activities that create sales without sufficient profit
11. Commercial Reporting & Forecasting
Maintain weekly and monthly commercial dashboards
Monitor Revenue vs target, Revenue by outlet, Revenue by channel, Same-store sales growth, Average check, Transactions, Product performance, B2B sales, E-commerce sales, Partnership revenue, Gross profit, Voucher performance, Campaign ROI
Prepare weekly sales forecasts and action plans
Conduct regular commercial reviews
Present key findings, opportunities and required actions to management
KPI
Revenue & Profitability : 45%
Sales Channel Growth : 20%
Customer Spend & Product Performance : 20%
Commercial Execution : 15%
Core KPIs should include revenue achievement, same-store sales growth, gross profit, average check, items per transaction, B2B growth, e-commerce growth, voucher-generated incremental revenue, promotion ROI, product performance and execution of weekly Sales Push Plans.
Salary : Base salary + Performance Bonus
4–6+ years of experience in Sales, Commercial, Business Development, Revenue Management or related roles.
Experience in F&B, hospitality, retail, lifestyle or multi-location consumer businesses preferred.
Proven ability to drive measurable sales growth.
Strong sales and commercial mindset.
Good understanding of offline, online, B2B and partnership channels.
Strong understanding of pricing, promotions, vouchers, revenue and gross profit.
Analytical and comfortable working with commercial data.
Strong coordination and stakeholder-management skills.
Proactive, hands-on and execution-focused.
Able to work directly with multiple departments and push initiatives through to completion.
Comfortable being accountable for measurable revenue and commercial targets.
Ngành nghề: Bán hàng / Kinh doanh, Tiếp thị / Marketing, Bán lẻ / Bán sỉ
Kinh nghiệm: 4 Năm
Cấp bậc: Trưởng nhóm / Giám sát
Hình thức: Nhân viên chính thức
Địa điểm: Hồ Chí Minh

Yêu cầu công việc

4–6+ years of experience in Sales, Commercial, Business Development, Revenue Management or related roles.
Experience in F&B, hospitality, retail, lifestyle or multi-location consumer businesses preferred.
Proven ability to drive measurable sales growth.
Strong sales and commercial mindset.
Good understanding of offline, online, B2B and partnership channels.
Strong understanding of pricing, promotions, vouchers, revenue and gross profit.
Analytical and comfortable working with commercial data.
Strong coordination and stakeholder-management skills.
Proactive, hands-on and execution-focused.
Able to work directly with multiple departments and push initiatives through to completion.
Comfortable being accountable for measurable revenue and commercial targets.