JOB DESCRIPTION (2 Position)
Key Account Executive – Distribution & Wholesale (Alcohol)
Position Key Account Executive
Department Sales – Distribution & Wholesale
Location Ho Chi Minh City, Vietnam
Reports to Country Manager
Employment type Full-time, permanent
Industry Alcoholic beverages – distribution and wholesale
1. Position Summary
The Key Account Executive is responsible for winning, growing and retaining our most important wholesale and distribution
customers in Ho Chi Minh City and surrounding areas. The role owns the full account relationship – from onboarding to
order fulfilment, collections and joint business planning – and is a key member of the founding sales team of our new
Vietnam operation.
2. Key Responsibilities
Account management & business development
• Manage a portfolio of key accounts, including wholesalers, sub-distributors, bottle shops and liquor retail chains,
modern trade, HORECA groups, bars/restaurants and hotel purchasing.
• Identify, approach and onboard new key accounts in line with the agreed channel and coverage strategy.
• Build strong, long-term relationships with owners, purchasing managers and decision makers.
• Develop account plans with clear volume, revenue and portfolio targets for each customer.
Sales execution & commercial management
• Achieve monthly, quarterly and annual sales volume, revenue and margin targets.
• Negotiate prices, terms and promotional programs within approved guidelines; ensure price discipline across the
market.
• Prepare quotations, price lists and proposals; keep customer pricing and VAT-inclusive price lists accurate and up to
date.
• Drive portfolio expansion, new SKU listings and distribution gains within key accounts.
Order-to-cash & operations coordination
• Manage the order process with the Admin/Logistics team: order confirmation, stock availability, delivery scheduling
and invoicing.
• Monitor customer credit limits and payment terms; follow up on receivables and support timely collections.
• Provide demand forecasts and stock-planning input to avoid out-of-stocks and overstock.
• Resolve customer issues promptly, including delivery, damages, returns and invoicing queries.
Market intelligence & reporting
• Track competitor activity, pricing, new launches and market trends across the wholesale and retail channels.
• Maintain accurate customer records and sales pipeline in the CRM or sales tracker.
• Submit weekly activity and monthly performance reports to the Country Manager.
Compliance
• Ensure all sales activities comply with Vietnamese laws and regulations on alcohol trading, labelling, advertising and
responsible sales, as well as company policies and code of conduct.
• Verify that customers hold the required trading licenses before onboarding.
3. Key Performance Indicators
KPI Measure
Sales achievement Volume (cases) and revenue vs. target
Gross margin Margin per account and price compliance
New account acquisition Number and value of new active key accounts
Distribution & range growth Number of SKUs listed per account
Collections Overdue receivables and days sales outstanding
(DSO)
Account health Customer retention, order frequency, service level
Reporting & CRM discipline Timeliness and accuracy of reports and records
4. Qualifications & Experience
• Bachelor’s degree in Business, Marketing, Sales or a related field.
• 3–5 years of B2B sales or key account experience in alcohol, FMCG, F&B or beverage distribution (wine & spirits
experience strongly preferred).
• Proven track record of meeting or exceeding sales targets.
• Established network among wholesalers, bottle shops, retail chains and HORECA buyers in Ho Chi Minh City is a
strong advantage.
• Understanding of Vietnam’s alcohol market, distribution structure and trade regulations.
5. Skills & Competencies
• Strong negotiation, relationship-building and communication skills.
• Commercial and analytical mindset: pricing, margins, VAT and trade terms.
• Self-driven, organized and able to work independently in a start-up environment.
• Proficient in Microsoft Excel, Word and PowerPoint; CRM experience is a plus.
• Fluent Vietnamese; good working English (written and spoken). Additional languages are an advantage.
• Willingness to travel within Ho Chi Minh City and nearby provinces; valid driving licenses is a plus.
• Integrity and a strong sense of responsible alcohol sales.
6. What We Offer
• Competitive base salary plus performance-based commission/bonus.
• Opportunity to be part of the founding team and grow with a new business in Vietnam.
• Training on product portfolio and international wine & spirits knowledge.