AkzoNobel Vietnam ★ 4.1

 Define the Distributor model for Vietnam and execute effectively
• Define the Distributor development | expansion plan
• Build criteria for distributor selection
• Deploy Distributor channel for Vietnam together with Sales Managers
• Ensure the model | processes | KPIs | operation manual are well developed, documented, trained and handed over to Regional Sales Managers
• Train and qualify the internal and external parties to operate the model before handing over to Sales Managers
• Modify the Distributor model where and when required
• Update market/competitor/s movement for timely action

 Cooperate with sales team to lead Distributor performance
• Qualify new or replaced Distributors in the territory
• Manage the performance (KPIs) of Distributors to deliver the company sales targets
• Manage all related sales programs, activities under Distributors areas and ensure the alignment with other regions’ programs
• Manage Distributor and Trade inventory and rebates effectively

 Build the new channel & Distribution
• Verify new LSO customers, build scheme & deploy sales program to LSO customers
• Study LSO model oversea then modify to apply in Vietnam.
• Build shopping flow, Display & sell-out support programs.
• Build Distribution by line plan nation-wide & by region base on historical data & company strategic plan.
• Assign the win-back & retention SSO to increase VPO by region with attractive offer.
• Analysis the POST’s productivity by region & build plan to install new POST, relocation for each region.
• Do retailer landscape each 02 years & update new picture to Head of Sales

 Build Sales capability
• Review the performance & productivity of sales team.
• Evaluate the capacity, skills & qualifications of each sales position’s level.
• Provide training hard skill for Sales team.
• Organize or hire soft skills training courses.
• Coaching on field

 People development
• Strategically lead the business with effective teamwork
• Restructure sales organization and build dedicated channel team.
• Oversee the selection, recruitment and development of staff.
• Provide suitable training & coaching to staff.
• Performance review and feedback to staff

 Effective communication & process implementation
• Keep regular connection and co-operation with departments.
• Facilitate all related issues among departments

 HSE&S Compliance
• Deploy / monitor HSE&S performance of staff / or location
• Risk management through BBSA
• Ensure the defensive riding training and carry on the motorcycle audit as per policy