Special Account Manager (On-Trade/Horeca)
We are seeking a seasoned sales leader with over 10 years of experience to lead and grow our Special Account business. In this strategic role, you will manage a high-performing team, drive market penetration, and lead impactful trade and channel programs across business sectors. Ideal candidates are strong people managers with a proven track record in change management, sales execution, and distributor collaboration—especially within the Vietnam market.
If you're passionate about building relationships, developing sales teams, and delivering results, we’d love to hear from you!
Key objectives:
- Manage and develop Special Account channel with quantifiable results: distribution coverage, product visibility and sales target achievement
- Train, coach, develop and motivate sales force in professional way of working
我们的需求
- Experience: at least 10 years of experience in the field of Special Account/Foodservice Channel and experience work with Institution, Education.
- Skills:
- Highly developed, demonstrated teamwork and leadership skills
- Candidate preferably has a combination of general business management & trade marketing experience.
- Proven successful experience in driving big organisational changes (change management) Strong ability to influence others Strong strategic thinking and analytical capabilities
- Strong people management skills Candidate preferably has experience working in the Vietnam market
- Fluent Vietnamese and English skills
我们可提供
- Unique company culture of Dutch heritage and international presence.
- You’ll become a key part of our ongoing transformation and contribute to provide better nutrition for the world.
- You will be working with a wonderful team who are motivated to contribute and to live our purpose.
- Diverse development program to grow and enhance your professional journey.
- We offer you a competitive salary & benefits package.
- Opportunity to #UnleashYourNature.
空缺职位描述
Distribution coverage and product visibility
- Identify and develop sales driving opportunities for Special Account channel, generate list of prospects with incremental volume into activities such as penetration and programs to win.
- Manage the implementation of marketing initiatives & programs in Special Account channel.
- Identify and recommend pricing list, discounting, incentive scheme customers/effective trade promotion concepts supported by commercial budget and develop promotional plan within budget allocation to be reviewed in regular basic.
- Manage directly Key customers such as institutions/caterer called Platinum, and maintain customer relationship.
- Handle and resolve problems and complaints from customers including channel conflicts from General Trade/Modern Trade or wholesalers on market condition.
- Conduct monthly and quarterly business review with distributor sales managers and derive necessary corrective actions plan in term building relationships with customers, warehouse & logistics, stock control, debt/overdue, forecasting/order plan (coordinate with GT Business Leaders).
Ensure sales target achievement
- Define sales process properly for per sector in Special Account Channel and ensure to run training to sales staff.
- Participate in monthly distributor sales team meeting to debrief sales performance and conclude any corrective actions plan. Provide sales forecast to ensure sufficient product supply in school channel.
- Submit monthly pricing, competitor and market information reports.
- Prepare monthly action plans, monthly sales reports by region in school channel.
- Proactively prepare analysis on sales and distribution issues.
- Develop sales target for the team weekly/ monthly/yearly.
- Run weekly catch up and team monthly meeting, monitor current activities/issues/next actions.
- Ensure up-to-date products knowledge and selling skills of the team.
Manage Special Account Salesforce
- Maximize efficiency and effectiveness of the sales force
- Ensure sales team to be strictly comply with company regulations
- Manage and appraise the performance of the team, ensure effective performance through development interventions: training, coaching, etc.
- Recommend to improve/adjust incentive package, reward, penalty, … for salesforce
Other tasks assigned by the Line Manager.
团队详情
在领英上查看所有同事For thousands of people every day, we are more than just a dairy company. To our farmers, our employees, the communities we serve, the businesses we work with and the people to whom we bring happiness, FrieslandCampina means something more. For them it's not just about what we do, but who we are.
We value talented people from any background who want to contribute to something bigger than themselves. We encourage all of our employees to make decisions that benefit our entire company. At FrieslandCampina we own our own career and act accordingly. We trust you to make a difference in your job and influence the bigger picture. Working at FrieslandCampina means you are contributing to a better world.
As a People Manager reporting to the Sales Director, you will oversee a team of 80 professionals, including 4 direct reports, across all sub-channels in Vietnam.