Sales Director (Northern Region) at Aloha… · Hanoi

ACG_3939_JOB

Our client is a leading manufacturing in Vietnam, currently seeking talented individuals with experience to join their company.

Regional Business Performance Management

• Take overall responsibility for revenue, sales volume, profit, market share, and key business KPIs across the Northern region.
• Develop monthly, quarterly, and annual business plans by product category, sales channel, and geographic area.
• Break down sales targets by region, ASM, sales team, and distribution network.
• Monitor business performance and identify deviations from targets, taking timely corrective actions.
• Own and manage the P&L (Profit & Loss), including revenue, costs, and profitability within the assigned scope.

Market Development & Distribution Network

• Develop the Northern market strategy in alignment with the Group's overall business direction.
• Plan and expand the distributor, agent, and point-of-sale network across different territories.
• Evaluate the coverage, effectiveness, and performance of the distribution network.
• Develop new customers while maintaining and improving cooperation with existing customers.
• Identify underdeveloped markets, sales channels, and customer segments and develop appropriate growth plans.
• Recommend adjustments to the distribution model where the existing structure is not delivering the expected efficiency.

Sell-in, Sell-out & Inventory Management

• Manage both Sell-in and Sell-out activities to prevent increased purchasing volume without corresponding market consumption.
• Coordinate with the sales team to analyze and forecast demand by product category and region.
• Monitor inventory levels at the Company, distributor, and point-of-sale levels within the assigned scope.
• Track inventory, slow-moving products, and product mix, and proactively recommend appropriate solutions.
• Coordinate with Planning, Warehouse, Marketing, and relevant functions to ensure adequate product availability for the market.

Sales Policies & Business Programs

• Organize and implement pricing policies, discounts, promotional activities, and sales-driving programs.
• Evaluate the effectiveness of each program based on incremental revenue, Sell-out, costs, and profitability.
• Control the implementation of sales policies across regions and minimize internal competition, price gaps, and policy inconsistencies.
• Recommend sales policies that are appropriate to the characteristics of each market and competitive environment.

Revenue, Cost & Profitability Management

• Ensure regional revenue targets are achieved in parallel with profitability objectives.
• Manage the assigned sales budgets and operating expenses.
• Control costs related to sales activities, trade marketing, distributor support, merchandising, displays, promotions, and other sales-driving programs.
• Evaluate investment effectiveness by region, sales channel, and customer segment, and recommend reductions or adjustments to ineffective expenditures.

Sales Force Management & Development

• Develop the Northern sales force structure in line with market scale and business objectives.
• Manage the direct reporting structure and take responsibility for the overall performance of the regional sales organization.
• Set KPIs, monitor performance, and conduct monthly and quarterly performance reviews.
• Analyze sales productivity by salesperson, territory, and sales team to optimize resource allocation.
• Coordinate recruitment, training, coaching, and development of the sales team and succession pipeline.
• Build a disciplined, proactive, and results-oriented sales organization.

Market & Competitor Analysis

• Monitor and analyze market developments, competitors, pricing, commercial policies, new products, and consumer trends.
• Assess market share and competitive positioning across key territories.
• Identify early market changes that may affect revenue and recommend appropriate response plans.
• Provide market intelligence to senior management to support decisions regarding products, pricing, distribution, and business strategy.

Cross-functional Coordination

• Coordinate with Marketing and Trade Marketing teams to implement Sell-out acceleration and brand development programs at points of sale.
• Work with Supply Chain and Planning teams to ensure adequate product supply.
• Coordinate with Finance to control budgets, costs, and financial efficiency for customers and distributors.
• Collaborate with HR on recruitment, performance evaluation, training, compensation policies, and sales team development.
• Work with relevant functions to resolve customer complaints and issues affecting regional business operations.

Reporting & Advisory

• Prepare regular reports on revenue, Sell-in, Sell-out, inventory, market share, distribution coverage, costs, profitability, and sales force performance.
• Analyze the root causes of deviations from business plans and develop corrective action plans.
• Advise senior management on regional business strategy, distribution channel structure, commercial policies, and market development.
• Perform other duties and assignments as directed by senior management.

Requirements

Education

• Bachelor's degree or above in Business Administration, Economics, Marketing, Commerce, or other relevant fields.

Experience

• Minimum 7–10 years of experience in sales and/or distribution.
• At least 3–5 years of experience in a Regional Sales Director, Regional Sales Manager, or equivalent management position with responsibility for a large-scale market.
• Experience in household appliances, electrical appliances, FMCG, consumer electronics, or similar distribution-driven industries is preferred.

Professional Knowledge & Expertise

• Strong understanding of distribution systems and distributor management.
• Proven ability to manage Sell-in and Sell-out performance.
• Strong capability in sales planning and sales forecasting.
• Good knowledge of P&L management, budgeting, and cost efficiency.
• Strong market, customer, product, and competitor analysis capabilities.

Leadership Competencies

• Strong business acumen and results-oriented mindset.
• Ability to build, manage, and develop large-scale sales teams.
• Ability to set targets, monitor performance, and motivate teams to achieve business objectives.
• Strong decision-making and problem-solving skills, with the ability to act promptly in a fast-moving business environment.
• Strong negotiation and relationship-management skills with major distributors and customers.
• Strategic thinking, strong ownership, and accountability for business results.

Contact: Quynh Anh

Due to the immense number of applicants, only shortlisted candidates will be contacted.