The Retail Manager owns the pharmacy channel for the company's prescription (Rx) portfolio in Vietnam: channel strategy, relationships with pharmacy chain head offices, and management of the appointed distributors. This is an individual contributor role with no direct reports, measured on channel health — distribution, availability, sell-out and distributor performance — rather than a personal sales quota.
• Develop and implement the national pharmacy channel strategy for the Rx portfolio, including account segmentation, channel pricing and trade terms.
• Build joint business plans with key pharmacy chains and lead head-office negotiations on listing, visibility, promotions, trade terms and sell-out data sharing.
• Build long-term relationships with chain decision makers and manage chain contracts and rebates in line with company policy and Vietnamese law.
• Act as the single commercial point of contact for the appointed importers and distributors serving the retail channel.
• Agree annual plans with each distributor on coverage, stock holding and service levels, and review performance at least quarterly.
• Manage distributor commercial terms (margin, rebate, credit, claims) and resolve channel conflicts.
• Train and align distributor sales teams on the portfolio and priorities, and validate their stock and secondary sales data each month.
• Work with hospital, medical and marketing teams to convert prescriptions into pharmacy sales and minimise substitution at the counter.
• Monitor coverage, on-shelf availability and competitor activity, and deliver compliant training programmes for chain pharmacists.
• Own the channel demand forecast and reconcile sell-in, sell-out and inventory with Supply Chain and distributors.
• Ensure all channel activities comply with the Law on Pharmacy, prescription medicine advertising and price declaration rules, and Good Pharmacy Practice.
• Manage the channel budget and trade investment, and report monthly performance, risks and actions to management
• Bachelor's degree in Pharmacy preferred; Medicine or Life Sciences accepted.
• At least 6 years of commercial experience in the Vietnamese pharmaceutical industry, including 3+ years owning the retail/pharmacy channel for an Rx portfolio.
• Proven experience managing third-party distributors and negotiating at head-office level with national pharmacy chains (e.g. Long Chau, Pharmacity, An Khang).
• Multinational or originator company experience preferred; comfortable as an individual contributor.
• Solid knowledge of the Vietnamese pharmacy market, distribution system and pharmaceutical regulations.
• Strong negotiation, key account and partner management skills; able to deliver through influence.
• Strong analytical skills (sell-in/sell-out, gross-to-net, forecasting); proficient in Excel and PowerPoint.
• Good business English
To apply, please send your updated CV to Dang Le at dang.le@cornerstoneglobalpartners.com , quoting the job title or Click Apply Now.
Due to an anticipated high volume of applicants, we regret that only shortlisted candidates will be notified.
