Sales Operations Manager (Automotive/EV)

Role OverviewThe 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 PlanningRun 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-CashOwn 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 SupportOwn 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 SettlementCompute 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 AnalyticsOwn 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.Qualification6–10 years of relevant experience in sales operations, commercial operations, or distribution managementAt least 3 years in a dealer, distributor, or franchised channel environment in VietnamExperience in automotive, motorcycle, EV, consumer durables, FMCG, or related industries is preferredProven ownership of a sales and inventory planning cycle (PSI or S&OP), stock allocation, and sell-in / sell-out reporting for a multi-outlet networkHands-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 acceptedHands-on experience with CRM — Salesforce or equivalent — including lead lifecycle, ownership and routing rules, and integration with transactional systemsStrong systems mindset: able to design an operating process and translate it into system configuration, including business requirements, acceptance criteria, and test scriptsProven track record of building or improving operating processes through ERP, DMS, or CRM systems, from requirement definition through go-liveExperience in commission, incentive, or trade programme administration for channel partners is an advantageExperience in multinational companies, joint ventures, or start-up/growth-stage environments is a plusStrong analytical capability: advanced Excel plus Power BI, SQL, or an equivalent query toolProficient in Microsoft Office, especially Excel, PowerPoint, and WordStrong process design, documentation, and control disciplineGood communication and stakeholder management skills across internal teams, dealers, and vendorsAbility to manage multiple workstreams and deadlines effectively in a fast-paced environmentGood written and spoken English and VietnamesePersonal AttributesStructured and systems-mindedAnalytical and detail-orientedProactive and solution-focusedDisciplined in process and follow-throughCollaborative across functions and with external partnersAble to work under pressure and manage multiple prioritiesComfortable building from the ground up in a dynamic business environment