Commercial Excellence Manager

JOB IDENTIFICATION

- Job Title: Commercial Excellence Manager

- Department: Sales

- Direct Supervisor: Head of Commercial Excellence

- Work Location: Ho Chi Minh City

JOB SUMMARY

The Commercial Excellence Manager translates the commercial excellence priorities defined by the Head of Commercial Excellence into practical tools, reliable analysis and consistent operating routines. The role manages the day-to-day delivery of commercial intelligence, outlet segmentation and coverage analysis, sales tools adoption, capability deployment and commercial performance consolidation.

Working closely with Sales, Trade Marketing, Marketing, Commercial Finance, RGM, HR and technology teams, the position helps Sales Managers identify execution gaps, act on evidence and follow through on agreed actions. It supports the Pernod Ricard Way of working through Professionalism, Discipline, Empowerment and Business Efficiency.

The role is hands-on and execution-focused: it delivers assigned workstreams and recommends practical improvements under the direction of the Head of Commercial Excellence. It does not replace Sales accountability for customer execution, Finance ownership of financial measures and controls, or the approval authority of designated decision-makers. Vietnam is the proposed primary scope; Cambodia support is subject to a confirmed mandate and agreed priorities.

KEY ACCOUNTABILITIES

1. Business Universe Understanding, Commercial Intelligence & Performance Monitoring

• Consolidate available sell-in, depletion, sell-out, distribution, outlet and market data into agreed commercial reports and dashboards. Reconcile discrepancies with the relevant data owners and make sources, coverage and limitations visible.

• Coordinate the monthly Market Intelligence Report: follow up regional inputs, consolidate GMA sightings, competitor pricing and activities, PRVN activations and outlet openings, closures and reopenings; prepare a concise summary for Head of Commercial Excellence review.

• Maintain and improve agreed Excel and Power BI outputs with Finance and technology/data owners. Focus on reports that support a defined decision rather than duplicating existing financial reporting.

• Analyze channel, customer, outlet and territory trends; highlight execution gaps, risks and opportunities and propose practical follow-up actions. Validate commercial interpretation with Sales and financial measures with Commercial Finance.

• Prepare commercial inputs for monthly Sales meetings, cross-functional reviews, CP/distributor reviews and regional business reviews. Maintain action logs, follow up named owners and escalate overdue commitments or unresolved data gaps.

2. Sales Tools, Processes & SFA Deployment for Commercial Execution

• Coordinate outlet universe and segmentation updates using approved criteria. Consolidate trade census and coverage plans, identify duplicate, inactive or closed outlets, and follow up corrections with Sales and system/data owners.

• Analyze outlet coverage, visit frequency, territory workload and execution gaps. Prepare recommendations for Sales Managers; Sales retains ownership of route approval, customer prioritization and field delivery.

• Support PROS 2.0 and Perfect Outlet deployment with Sales and Trade Marketing through approved templates, outlet mapping, field guidance, data checks and tracking of implementation gaps.

• Act as the day-to-day commercial contact for SFA/CRM adoption. Maintain user guidance, deliver practical training and refresher support, consolidate user issues and coordinate resolution with technology owners.

• Support NewSpage and other approved commercial tools through process documentation, business requirements consolidation, data preparation, user acceptance testing, pilot coordination, training and post-rollout follow-up. Escalate scope, resource and timeline decisions to the Head of Commercial Excellence.

• Monitor whether tools help managers identify execution gaps and close actions. Recommend simpler workflows and minimum useful data inputs; technical configuration, access, integration and infrastructure remain with designated technology owners.

• Coordinate assigned RTM and commercial improvement workstreams, including distributor-model reviews and pilots: maintain implementation plans, consolidate Sales inputs and Finance-validated economics, track milestones and risks, and document lessons. Do not assume ownership of distributor negotiation or sales delivery.

3. Commercial Maturity Assessment & Capability Development

• Coordinate CMA evidence collection and maintain the agreed capability action tracker. Follow up workstream owners and provide progress updates to the Head of Commercial Excellence and HR.

• Translate the approved capability roadmap into training schedules, practical materials, onboarding checklists and deployment plans with HR, Sales Managers and functional experts.

• Deliver training on commercial tools, reporting interpretation, sales processes and execution routines. Coordinate specialist modules with Marketing/Brand Ambassadors and Finance/RGM; content remains validated by the relevant functional owner.

• Maintain sales onboarding materials and coordinate completion with HR and Sales Managers so new joiners understand approved processes, tools and expectations.

• Provide managers with usable joint-call, review and follow-up templates. Gather feedback on application in real work and identify where refresher support or process changes are needed; line managers retain coaching and people-management accountability.

• Track training completion and consolidate feedback and evidence of practical adoption. Recommend improvements based on usage and field application rather than attendance alone.

4. RGM Deployment, Commercial KPI Consolidation & Investment Review Support

• Translate approved RGM and Commercial Finance guidance into practical Sales templates, briefing materials and review routines. Support adoption without setting pricing architecture, ROI methodology or approval thresholds.

• Coordinate commercial inputs for scheme proposals and pre-/post-activity reviews, including objectives, target outlets, mechanics, execution evidence and results. Follow up missing information and apply the agreed evaluation template with RGM, Commercial Finance and Trade Marketing.

• Maintain tracking of approved commercial programs and material exceptions; summarize execution gaps and learnings for the next decision. Financial validation, budget control, legal review and approval remain with their respective owners.

• Coordinate the operational deployment of approved KPI frameworks: maintain definitions and templates, consolidate targets and evidence, and flag inconsistent or unmeasurable inputs for review.

• Calculate and document the CE-owned execution component (The How) of quarterly incentive inputs using approved rules and manager-confirmed evidence. Resolve data discrepancies with Sales and submit reviewed inputs to Commercial Finance and HR. Commercial Finance retains The What calculations and overall consolidation; HR retains final payout processing through the authorized approval route.

• Provide market pricing and promotion observations to Finance/RGM, clearly distinguishing verified facts from estimates and field feedback.

• Undertake other tasks within the Commercial Excellence scope assigned by the Head of Commercial Excellence, with priorities agreed against existing commitments.

JOB REQUIREMENTSEducation & Experience• Bachelor's degree in Business Administration, Economics, Marketing, Finance, Data Analytics or a related discipline.• Proposed requirement: at least 8 years of relevant experience in Commercial Excellence, Sales Operations, Commercial Planning, Sales Analytics or Trade Marketing, preferably in FMCG or beverages.• Hands-on experience delivering commercial reports, sales process improvements, SFA/CRM adoption and cross-functional implementation. Exposure to Vietnam on-trade, traditional off-trade, modern trade or distributor operations is an advantage.• Advanced Excel and practical Power BI skills; experience with Salesforce or comparable SFA/CRM tools. SQL or Python is an advantage.• Working understanding of sell-in, depletion, sell-out, outlet segmentation, trade investment and basic customer/channel economics.• Business-level English and Vietnamese communication; willingness to travel for field work, training and project deployment.

Functional & Leadership Competencies• Commercial analysis and data interpretation: identify a useful action, test data quality and explain limitations clearly.• Operational discipline: organize recurring deliverables, maintain accurate records and follow through on commitments.• Cross-functional coordination and influence: obtain inputs and resolve practical issues without taking over other functions' accountability.• Problem-solving and continuous improvement: understand field constraints, simplify processes and propose workable solutions.• Communication and facilitation: explain tools and processes clearly to field teams and managers.• Ownership and judgment: deliver assigned workstreams independently, prioritize material issues and escalate decisions outside delegated authority.

Thưởng

Competitive Salary Package

Premium Health Insurance for employee and family member

Nghỉ phép có lương

Dynamic and Fast Growing Company