Channel Sales And Distribution Manager

Role summary

Vietpay is hiring Channel Sales and Distribution Managers to build and scale our referral and partner distribution network in Ho Chi Minh City, Hanoi, and Da Nang. This role requires a disciplined channel sales leader who delivers predictable growth by recruiting independent sales agents, resellers, and referral partners, establishing a structured sales process supported by a customer relationship management (CRM) system, and training partners to execute consistently.

We strongly prefer candidates who have built channel sales and distribution networks at scale in fintech, banking, or life insurance through independent sales agents, resellers, or other channel partners. Candidates must demonstrate success in growing sales by recruiting, training, motivating, and managing a large independent sales force. Experience in banking, fintech, or insurance is highly valued. Experience with point of sale (POS) solutions and merchant services is a significant advantage.

Key responsibilities

1) Build and scale referral and partner sales channels

• Recruit, onboard, and activate channel partners, including independent sales agents, resellers, referral partners, agencies, brokers, and field sales teams.

• Develop a repeatable partner recruitment process covering targeting, outreach, qualification, contracting, onboarding, activation, and initial performance development.

• Develop and expand scalable referral programs with measurable conversion rates through accountants, small and medium enterprise (SME) networks, consultants, associations, software providers, telecommunications companies, and local business communities.

• Define territory coverage and segment channel partners by city, district, and industry, with clear lead allocation and accountability.

• Improve partner productivity through weekly performance reviews, monthly targets, and sales pipeline coaching.

2) Build and lead an independent sales agent network

• Consistently recruit and develop an independent sales agent network, with weekly recruitment activities and measurable targets for new agent productivity.

• Deliver structured onboarding, product certification, and sales skills training for independent sales agents and reseller teams.

• Motivate and manage a distributed sales force using activity key performance indicators (KPIs), pipeline reviews, and conversion metrics.

• Develop incentives that reward quality and ethical sales practices, including successful activation, customer retention, and compliance, alongside sales volume.

• Establish accountability through consistent follow-up, disciplined sales practices, and partner performance scorecards.

3) Establish and maintain a sales process supported by CRM

• Define a structured sales process with clear stages, criteria for advancing opportunities, and required next steps for direct and partner sales channels.

• Establish CRM routines covering lead response service level agreements (SLAs), pipeline reviews, sales forecasting, activity tracking, and conversion metrics.

• Configure CRM workflows to automate lead allocation, reminders, follow-up, sales stage actions, partner attribution, and performance dashboards.

• Ensure consistent CRM use and accurate data across internal teams and channel partners, with current sales opportunities and clear ownership of every lead.

4) Recruit train and motivate partner sales teams

• Recruit and develop partner sales representatives and team leaders as needed, with clear role expectations and plans for reaching productivity targets.

• Train partner sales teams on Vietpay products and their value to merchants, including POS solutions, QR payments, merchant onboarding, settlement, and reporting fundamentals.

• Provide sales skills training covering customer needs assessment, qualification, proposals, objection handling, closing, and handover after the sale.

• Develop sales playbooks, scripts, objection handling guides, and partner training materials, supported by weekly training and role play sessions.

• Provide field coaching through joint sales visits, regular feedback, and structured performance improvement plans.

5) Design and govern partner programs

• Design programs and tiers for referral partners, resellers, agencies, and strategic partners, with clear benefits and requirements.

• Establish partner governance standards covering onboarding checklists, compliance requirements, brand guidelines, and ethical sales practices.

• Design incentive plans that reward long term value, including successful activation, active usage, and customer satisfaction.

6) Manage execution reporting and collaboration across functions

• Coordinate with Operations, Risk, Product, and Support to ensure smooth merchant onboarding and activation and timely resolution of partner issues.

• Collect and share field feedback on competitors, customer objections, pricing, partner challenges, and product gaps.

• Report weekly on partner performance, pipeline status, win rates, activation rates, reasons for customer churn, and operational issues.

Performance metrics

• Number of channel partners recruited, activated, and generating monthly sales results.

• Referral lead volume, lead conversion rate, and activation rate of merchants referred by channel partners.

• Pipeline coverage, stage conversion rates, and forecast accuracy.

• Sales cycle duration, win rate, and time from merchant activation to the first transaction.

• Training completion rates and weekly productivity of partner sales teams.

• Quality metrics, including active usage, customer churn, complaint rates, and compliance with requirements.

• Excellent spoken and written English.

• At least five years of experience in channel sales, distribution sales, or partner sales, including responsibility for leading teams or channel partners.

• Strong preference for experience building life insurance distribution networks through independent sales agents or resellers, including recruitment, training, and performance management.

• Hands-on experience in banking, fintech, insurance, or other regulated financial services.

• Proven ability to implement and maintain a structured sales process supported by CRM systems such as Salesforce, HubSpot, Zoho CRM, Microsoft Dynamics 365, or equivalent.

• Ability to work confidently in English with international teams and senior management.

• A disciplined approach to processes and performance metrics, with strong planning, documentation, and follow-through.

• High integrity and disciplined execution, with the ability to set clear standards and hold channel partners accountable.

Preferred qualifications

• Experience with POS solutions, merchant acquiring, merchant services, or QR payments.

• A proven record of building referral networks with measurable conversion rates and predictable lead flow.

• Experience selling to SMEs and merchants, including retailers, food and beverage businesses, pharmacies, minimarts, and service businesses.

• Strong understanding of sales funnel metrics and unit economics, including customer acquisition cost (CAC), activation rates, retention, payback periods, and partner return on investment (ROI).

• Experience developing scalable training programs, certification frameworks, and partner sales support systems.

Tools and working methods

• CRM: Salesforce, HubSpot, Zoho CRM, Microsoft Dynamics 365, or similar, with consistent pipeline maintenance and accurate reporting.

• Sales operations: structured playbooks, scripts, sales stage definitions, SLAs, and weekly sales management routines.

• Collaboration: Microsoft Teams, Slack, and email, with clear written updates and effective coordination across functions.

CompensationCompensation will depend on experience.

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