Head of Capability Development

Purpose of the job

The objective of a Head of Capability Development includes, but not limited, to define, develop, implement and strengthen, and future‑proof the capabilities Heineken Vietnam Sales Team, as well as our business partners such as distributors and sub-distributors. We do it so our teams, as well as business partners can consistently deliver business strategy and performance.

Key Accountabilities

Distributors Development and Capabilities

• Shape and own the Distributor and Sub-D of the future agenda, supporting overall Sub-D & Distributor key pillars
• Drive and deliver all agreed efficiencies and incremental value, including the acceleration of distributor and Sub-D new model
• Define fit for purpose OpCo Distributor/Sub-D agendas, including resourcing, capability priorities
• Route to Customer effectiveness: Ensure reach to any current and potential distribution point
• Distributor Incentive Scheme & Sub-D Incentive scheme: Ensure the effective design of performance-based distributor/Sub-D schemes to drive exceptional and consistent performance
• Act as a sounding board to Senior Management and provide strategic advice regarding key messages, clarity and goal of the distributor/Sub-D initiatives
• Initiate, develop and maintain relationships with a variety of internal and external stakeholders, in line with business needs, policies and external developments

RTC Capability Development

• responsible for designing, developing, and leading/supporting the implementation of future-fit RTC models
• drive the evolution of the company’s route-to-consumer strategy through alternative and optimized distribution models
• Design end-to-end RTC concepts covering commercial, logistics, financial, and operational aspects.
•  Design territory logic and outlet ownership principles for distributors and sub-distributors within RTC models.
• Ensure pilot-to-scale governance, converting successful pilots into standardized national/Regional playbooks and operating frameworks.
• Monitor external trends and benchmark best-in-class distribution models.

Sales Capabilities

• Shape and own the plan of Salesforce capabilities development
• Lead Most Wanted Sales Agenda
• Ensure Heineken Vietnam commercial priorities and strategies are translated into know-how, right ways or working, as well as the right mindset across of layers of the sales organization
• Drive the Sales University for all level of sales with Sales Certificates program
• Continuous explore and sick for best-in-class practices (also outside of Vietnam market) to elevate the capabilities to another level
• To develop and install Best-in-class standard operating procedures, for sales teams by:

• challenging and ensuring the quality use of tools, processes and skills.
• training and certificate sales teams on those standard procedures
• Coordinates & centralizes different deployments, projects, etc to keep a drum beat of the different initiatives targeting the regions & guarantees regional execution.

Key requirements:

• University degree in Economics/Business Management
• Work experience: 10-12 years relevant experience in (internal and external) Distributor, Distributors Capabilities, Sales Capabilities, Route To Market Models role in a complex organization.
• Preferably experience in working in organizational development, and transformation programs.
• Excellent stakeholder management skills in a highly complex matrixed organizational structure-work with stakeholders at all levels
• Experience in making results measurable and transparent
• Decisive, proactive and coaching attitude
• Good at Change Management, Project Management, Distributor Development
• Good at Digital Savviness, Communication, Problem Solving
• Resilience and Adaptability: Stakeholder Management
• Ownership mindset, digital transformation, business acumen
• Proficiency in MS Office, BI tool and familiarity with marketing software/tools.
• Experience in successfully guiding and managing small teams is an advantage
• Excellent speaking and writing in English & Vietnamese
• #LI-DNI