Commercial Excellence Manager
# Commercial Excellence Manager **Pernod Ricard** · Thành phố Hồ Chí Minh · `On-site` 🕒 **Статус:** *Опубликовано: 2 дня назад* · *Источник: Indeed* --- ### About the Role 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 REQUIREMENTS Education & 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. Job Posting End Date: Target Hire Date : 2026-11-29 Target End Date : 2026-11-30
Наблюдалась 2026-10-16, впервые 2026-10-14, источник — Indeed.