Senior Sub-Distributor Development Manager

Heineken View all jobs

  • Ho Chi Minh City
  • Permanent
  • Full-time
  • 15 days ago
Purpose of the jobDefine and build the “Sub-Distributor of the Future” by clearly establishing the role of sub-distributors across regions and identifying key activities to unlock their full potential. This includes expanding indirect market coverage and activating the global Sub-D framework, guided by key business driversKey Responsibilities
  • Indirect Network Design
Redesign the indirect distribution network to determine the optimal number of sub-distributors (Sub-Ds) and identify priority focus areas in collaboration with global, regional, and sales teams.
  • Role Definition & Coverage Optimization
Classify and define Sub-D roles by aligning service levels with Distributor Coverage Optimization.Evaluate key levers such as credit terms, minimum order quantities (MOQs), operational efficiency, and delivery costs.
  • Performance & Model Development
  • Develop and pilot innovative initiatives to enhance the Sub-D operating model.
  • Establish a comprehensive coverage model and execution process for consistent implementation by Sub-D Sales Supervisors.
  • Sub-Distributor Engagement
  • Execute and monitor the Sub-Distributor Engagement Program.
  • Conduct regular business review meetings to track performance and drive improvements.
  • Incentive Program Design
  • Design and implement incentive schemes aligned with growth objectives and indirect coverage expansion
Job RequirementsEducation: University degree Masters and Bachelors, preferably in Business Management, Economics, or Marketing & SalesSkill & Competencies:
  • Strategic & Analytical
  • Strong strategic thinking with the ability to design and optimize indirect distribution models
  • Solid analytical skills to assess coverage, cost structures, and performance drivers
  • Ability to translate complex market dynamics into actionable strategies
  • Route-to-Market & Commercial Acumen
  • Deep understanding of distributor and sub-distributor management
  • Strong knowledge of route-to-market, coverage optimization, and indirect channel expansion
  • Commercial mindset with experience in incentives, credit policies, and operational levers (e.g., MOQs, delivery cost)
  • Stakeholder Management & Influence
  • Excellent stakeholder management across global, regional, and local teams
  • Strong influencing and negotiation skills
  • Ability to align cross-functional teams toward common objectives
  • Execution & Change Management
  • Proven ability to lead and implement transformation initiatives
  • Strong project management and execution discipline
  • Ability to drive adoption of new ways of working across markets
  • Communication & Collaboration
  • Strong communication skills (verbal and written)
  • Ability to simplify complex concepts for different audiences
  • Collaborative mindset with experience working in cross-functional teams
Experience
  • Minimum 6+ years of experience in sales, distribution, or route-to-market roles
  • Proven experience in Distributor/Sub-D development and indirect channel management
  • Experience in designing and optimizing distributor networks and coverage models
  • Exposure to commercial policy setting (e.g., incentives, credit terms, pricing structures)
  • Experience working in cross-functional and multi-market environments
  • Background in logistics or supply chain is an advantage
  • Fluent in English
Required Skills/Competencies
  • Communication skills: Manages strategic relationships with several internal/external stakeholders. Clear & simple communication, proactively collaborating
  • Other skills: People management, building collaborative relationships, change/project mngt, influencing
Languages: English (proficient in speaking and writing)*** By clicking the "Submit Application" button, you agree to allow HVN to collect and process your personal data in accordance with HVN's Personal Data Protection Policy, which is publicly available on HVN's official website.Visit for more information.#LI-DNI

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