Sales Operation Manager

This is Energizer Holdings, Inc.

Energizer Holdings responsibly creates products to make lives easier and more enjoyable. To do this, we lean into our culture as an organization – we win together, while serving each other, with a willingness to act boldly, all while doing right. Our colleagues hail from all backgrounds, nationalities and walks of life, but our shared mission and purpose make us one team. Because we’re a global organization, you will always have opportunities to learn, grow and develop in your career. We support flexible working arrangements wherever possible. 

Position Summary

The Sales Operation Manager is responsible for building and managing the end-to-end Sales Operations ecosystem in Vietnam, including DMS/SFA, RTM, Distributor Operations, KPI & Incentives, and Training.

This role ensures data accuracy, field execution discipline, and productivity improvement, enabling sustainable business growth through structured processes, performance management, and system excellence.

Responsibilities

1. DMS & Sales Systems Management

• Lead the implementation and continuous improvement of Distributor Management System (DMS):
• Ensure accuracy and completeness of sell-in, sell-out, inventory, and shipment data
• Standardize and manage retailer database (outlet master, segmentation, geo-mapping)
• Oversee Sales Force Automation (SFA):
• Monitor route compliance, visit tracking, and call productivity
• Develop and deploy field execution tools (checklists, audit forms)
• Manage shipment flow from distributor to retailer (ship-to-retailer)
• Develop and maintain reporting systems and dashboards:
• Daily, weekly, and monthly performance tracking
• Generate actionable insights for sales and management teams
• Coordinate with IT/partners (e.g., Accenture) to resolve system issues and data inconsistencies

 

2. Route-to-Market (RTM) Excellence

• Design and optimize coverage plans:
• Territory mapping and outlet coverage
• Define optimal visit frequency by channel and outlet type
• Improve sales productivity and call efficiency
• Identify and drive:
• White space opportunities
• New outlet acquisition
• Develop and continuously refine RTM models across channels (MT, TT, WS, Ecom)
• Drive incremental growth initiatives through better market coverage and execution

 

3. Distributor Operations Management

• Manage distributor operational performance:
• Order processing, delivery timeline, and service levels
• Define and track Distributor KPIs:
• Sales performance, coverage, inventory health, service level
• Develop and standardize Trading Terms
• Conduct regular Distributor performance assessment and audits
• Ensure:
• Compliant stock levels
• Proper inventory management (FIFO, aging stock control)
• On-time and effective delivery execution (SLA adherence)

 

4. Sales Force Effectiveness

• Design and implement frameworks for:
• KPI setting and performance tracking
• Target setting (top-down and bottom-up alignment)
• Develop and manage Incentive & Compensation schemes:
• Ensure fairness and strong performance linkage
• Monitor sales productivity:
• Sales per head, call productivity, hit rate, coverage
• Analyze performance gaps:
• Identify root causes and recommend corrective actions
• Drive continuous performance improvement initiatives

 

5. Training & Capability Building

• Develop and implement training programs for:
• Distributor teams
• Sales force (SR, ASE, ASM, RSM)
• Training scope includes:
• DMS/SFA usage
• Sales execution standards
• KPI and performance mindset
• Establish field coaching frameworks
• Evaluate training effectiveness:
• Measure impact on sales performance and KPI achievement

 

6. Governance & Continuous Improvement

• Establish and enforce Sales Operation SOPs and governance framework
• Ensure compliance in:
• Data quality
• Process adherence
• Trade execution standards
• Conduct periodic audits:
• DMS usage
• Field execution quality
• Distributor compliance
• Drive a culture of:
• Discipline, accountability, and data-driven decision making
• Identify and implement continuous improvement initiatives across sales operations

What we are looking for

• 5–8 years of experience in Sales Operations / Sales Excellence / Commercial Excellence, preferably in FMCG
• Strong experience in:
• DMS/SFA systems
• Distributor management
• RTM strategy and execution
• Strong analytical and problem-solving skills
• Proven experience in KPI design and incentive schemes
• Strong stakeholder management across cross-functional teams
• Ability to train, coach, and influence sales teams
• Fluent in English (spoken and written)

 

Success Metrics (KPIs)

• DMS data accuracy and completeness
• Sales force productivity improvement
• Distributor performance and KPI achievement
• RTM effectiveness and coverage expansion
• Incentive scheme effectiveness
• Measurable impact of training programs on performance

Come join us!

Energizer is an equal opportunity employer, and we prohibit discrimination based on age, color, disability, marital or parental status, veteran status, national origin, race, religion, sex, sexual orientation, gender identity or any other legally protected status in accordance with applicable federal, state and local laws.

• 5–8 years of experience in Sales Operations / Sales Excellence / Commercial Excellence, preferably in FMCG
• Strong experience in:
• DMS/SFA systems
• Distributor management
• RTM strategy and execution
• Strong analytical and problem-solving skills
• Proven experience in KPI design and incentive schemes
• Strong stakeholder management across cross-functional teams
• Ability to train, coach, and influence sales teams
• Fluent in English (spoken and written)

 

Success Metrics (KPIs)

• DMS data accuracy and completeness
• Sales force productivity improvement
• Distributor performance and KPI achievement
• RTM effectiveness and coverage expansion
• Incentive scheme effectiveness
• Measurable impact of training programs on performance

1. DMS & Sales Systems Management

• Lead the implementation and continuous improvement of Distributor Management System (DMS):
• Ensure accuracy and completeness of sell-in, sell-out, inventory, and shipment data
• Standardize and manage retailer database (outlet master, segmentation, geo-mapping)
• Oversee Sales Force Automation (SFA):
• Monitor route compliance, visit tracking, and call productivity
• Develop and deploy field execution tools (checklists, audit forms)
• Manage shipment flow from distributor to retailer (ship-to-retailer)
• Develop and maintain reporting systems and dashboards:
• Daily, weekly, and monthly performance tracking
• Generate actionable insights for sales and management teams
• Coordinate with IT/partners (e.g., Accenture) to resolve system issues and data inconsistencies

 

2. Route-to-Market (RTM) Excellence

• Design and optimize coverage plans:
• Territory mapping and outlet coverage
• Define optimal visit frequency by channel and outlet type
• Improve sales productivity and call efficiency
• Identify and drive:
• White space opportunities
• New outlet acquisition
• Develop and continuously refine RTM models across channels (MT, TT, WS, Ecom)
• Drive incremental growth initiatives through better market coverage and execution

 

3. Distributor Operations Management

• Manage distributor operational performance:
• Order processing, delivery timeline, and service levels
• Define and track Distributor KPIs:
• Sales performance, coverage, inventory health, service level
• Develop and standardize Trading Terms
• Conduct regular Distributor performance assessment and audits
• Ensure:
• Compliant stock levels
• Proper inventory management (FIFO, aging stock control)
• On-time and effective delivery execution (SLA adherence)

 

4. Sales Force Effectiveness

• Design and implement frameworks for:
• KPI setting and performance tracking
• Target setting (top-down and bottom-up alignment)
• Develop and manage Incentive & Compensation schemes:
• Ensure fairness and strong performance linkage
• Monitor sales productivity:
• Sales per head, call productivity, hit rate, coverage
• Analyze performance gaps:
• Identify root causes and recommend corrective actions
• Drive continuous performance improvement initiatives

 

5. Training & Capability Building

• Develop and implement training programs for:
• Distributor teams
• Sales force (SR, ASE, ASM, RSM)
• Training scope includes:
• DMS/SFA usage
• Sales execution standards
• KPI and performance mindset
• Establish field coaching frameworks
• Evaluate training effectiveness:
• Measure impact on sales performance and KPI achievement

 

6. Governance & Continuous Improvement

• Establish and enforce Sales Operation SOPs and governance framework
• Ensure compliance in:
• Data quality
• Process adherence
• Trade execution standards
• Conduct periodic audits:
• DMS usage
• Field execution quality
• Distributor compliance
• Drive a culture of:
• Discipline, accountability, and data-driven decision making
• Identify and implement continuous improvement initiatives across sales operations