Sales Operations Manager

Our client is a joint venture company dedicated to accelerating Vietnam’s energy transition by investing in an end-to-end electric two-wheeler (E2W) mobility solution. They aim to deliver a seamless consumer experience powered by an integrated digital ecosystem.

Role Overview

The Sales Operations Manager owns the commercial operating engine between the company's and its dealer network - demand and supply planning, stock allocation, order-to-cash, channel master data, commission settlement, and sales reporting - ensuring the network is managed through clear rules, accurate data, and disciplined execution.

This role builds these processes into the company's’s ERP, Dealer Management System (DMS), and CRM as system-enforced rules rather than manual routines, and acts as the business owner for the commercial modules from requirement definition through testing, go-live, and continuous improvement.

The ideal candidate combines hands-on distribution operations experience with a strong systems mindset, and is comfortable designing processes, controls, and reporting standards from the ground up in a start-up environment.

1 - Sales & Inventory Planning

• Run the weekly sales and inventory planning cycle: outlet-level forecast, consolidation, arbitration, and supply call-off recommendation with Supply Chain.
• Maintain rolling demand forecasts by dealer and outlet; measure and improve forecast accuracy over time.
• Monitor stock cover, stock ageing, and replenishment triggers across the network and flag exceptions.
• Coordinate with Supply Chain and After-Sales on vehicle and spare parts availability.
• Prepare planning inputs and scenarios for monthly and quarterly business reviews.

2 - Stock Allocation & Order-to-Cash

• Own stock allocation to dealers and outlets under a defined fair-share rule, including priority handling under supply constraint.
• Own the order-to-cash process end to end: order, allocation, delivery, proof of delivery, invoicing, receivables trigger, and commission accrual.
• Manage order exceptions, delivery discrepancies, and dispute resolution with dealers and internal teams.
• Work with Finance on credit control, dealer payment terms, and collection follow-up, maintaining clear segregation of duties.
• Ensure transactional discipline: complete delivery documentation, accurate records, and properly logged exceptions.

3 - Channel Master Data & Dealer Operations Support

• Own channel master data at three levels - legal entity, selling point, and user - including outlet coding, territory mapping, and lifecycle status.
• Support dealer onboarding: system access, master data setup, training on operating procedures, and first-cycle support.
• Maintain dealer commercial terms, operating documentation, and channel records in an organized and auditable form.
• Own lead registry and attribution rules across the company's, dealers, and referral partners.
• Coordinate with Network Development and Area Sales Managers on outlet openings, changes, and closures.

4 - Commission, Incentives & Trade Programme Settlement

• Compute and issue dealer commission, incentive, and trade programme statements based on verified delivery data.
• Track programme cost per unit against approved budget and report variances to management.
• Administer the dispute, adjustment, and settlement process with dealers.
• Support the design of sales programmes and channel commercial terms with the Sales & Distribution Director and Finance.

5 - Sales Reporting & Performance Analytics

• Own a single set of sales KPI definitions, calculation logic, and reporting cadence.
• Prepare monthly and quarterly performance packs for management review.
• Reconcile figures across ERP, DMS, CRM, and reported results to ensure one version of the truth.
• Analyse dealer and outlet performance to support target setting, quota cascade, and corrective action.
• Provide ad hoc commercial analysis to support decision making.

6 - Business Systems Ownership (ERP / DMS / CRM)

• Act as business owner for the commercial modules of ERP, DMS, and CRM: order-to-cash, channel management, allocation, and settlement.
• Translate operating processes into system requirements, acceptance criteria, and user acceptance test scripts.
• Lead user acceptance testing, go-live support, and post-implementation stabilization together with the Business Systems Manager and vendors.
• Maintain process documentation, user guides, and control rules; drive continuous system improvement.
• Ensure operating rules are enforced by the system rather than by manual routine.

Qualification

• 6-10 years of relevant experience in sales operations, commercial operations, or distribution management
• At least 3 years in a dealer, distributor, or franchised channel environment in Vietnam
• Experience in automotive, motorcycle, EV, consumer durables, FMCG, or related industries is preferred
• Proven ownership of a sales and inventory planning cycle (PSI or S&OP), stock allocation, and sell-in / sell-out reporting for a multi-outlet network
• Hands-on experience with ERP systems - Microsoft Dynamics 365 (F&O or Business Central) or Odoo - covering order-to-cash, inventory, and serialized item handling; equivalent depth in SAP or Oracle is accepted
• Hands-on experience with CRM - Salesforce or equivalent - including lead lifecycle, ownership and routing rules, and integration with transactional systems
• Strong systems mindset: able to design an operating process and translate it into system configuration, including business requirements, acceptance criteria, and test scripts
• Proven track record of building or improving operating processes through ERP, DMS, or CRM systems, from requirement definition through go-live
• Experience in commission, incentive, or trade programme administration for channel partners is an advantage
• Experience in multinational companies, joint ventures, or start-up/growth-stage environments is a plus
• Strong analytical capability: advanced Excel plus Power BI, SQL, or an equivalent query tool
• Proficient in Microsoft Office, especially Excel, PowerPoint, and Word
• Strong process design, documentation, and control discipline
• Good communication and stakeholder management skills across internal teams, dealers, and vendors
• Ability to manage multiple workstreams and deadlines effectively in a fast-paced environment
• Good written and spoken English and Vietnamese

Personal Attributes

• Structured and systems-minded
• Analytical and detail-oriented
• Proactive and solution-focused
• Disciplined in process and follow-through
• Collaborative across functions and with external partners
• Able to work under pressure and manage multiple priorities
• Comfortable building from the ground up in a dynamic business environment