Coca-Cola Việt Nam ★ 3.7

The National Key Account Director – On Premise Role leads and ensures the
achievement of the company’s Modern Trade strategies – on premise, with
the overall objective of delivering the target volume, execution, and market
share. He / she ensures the correct operational efficiency and client
management model of National and Regional Key Accounts (NKA / RKA),
which will ultimately support the company’s profitability and provide value
for our stakeholders.

1) Key Responsibility:

- National and Regional Key Accounts Strategy and Negotiation
• Develops sales and marketing strategies for NKA and RKA
• Ensures that strategies proposed and implemented are aligned to
the company’s guidelines, procedures, and policies.
• Oversees the Trading Terms Agreement (TTA) / commercial contract
negotiation process.

- Commercial Development
• Maintains and improves market share.
• Establishes the portfolio of products by covering the demand and
interest of clients.
• Ensures the presence and preference of company brands on the
market by establishing promotional plans and monitoring its
implementation.
• Collaborates with Logistics and other functions in ensuring we
provide best in class customer service to Key Accounts and that all
customer deliveries are achieved, on time and in full, and avoid
penalties from customers.
• Benchmark best practices in the market and maintains familiarity of
current trends for Modern Trade and define plans on how Modern
Trade operations should adapt to the ever-changing needs of the
market.

- Customer Management
• Leads regular business reviews with the customer to review
performance, propose initiatives to drive volume and profitability, to
the benefit of both the company and the customer.
• Sustains collaborative partnerships with KA customers.
• Ensures that programs implemented are within the authorized
parameters set in the TTA and will remain profitable.
- Business Plan and Budgets Management
• Ensures that all programs are within the established budget, to
achieve overall profitability.
• Anticipates expenses and seeks opportunities to maximize budget
and deliver savings from expenses and provide higher profitability