Yêu cầu công việc
- 5+ years of channel sales, distribution sales, or partnership sales experience, with team or partner leadership responsibility.
- Strong preference for experience building life insurance distribution through independent agents or resellers, including recruiting, training, and performance management.
- Hands-on experience in banking, fintech, insurance, or other regulated financial services.
- Proven ability to implement and enforce a CRM-based staged sales process (Salesforce, HubSpot, Zoho, Dynamics, or equivalent).
- Fluent English, comfortable working with international teams and leadership.
- Process-driven and metrics-focused, with strong planning, documentation, and follow-through.
- High integrity and disciplined execution, able to set standards and hold partners accountable.
Công việc cụ thể là gì?
- Vietpay is hiring Channel Sales Managers to build and scale our referral-driven distribution engine in Ho Chi Minh City, Hanoi, and Da Nang.
- This role is for a process-driven channel leader who creates predictable growth by recruiting independent resellers and referral partners, building a staged CRM-based sales process, and training partners to execute consistently.
- We strongly prefer candidates who have built distribution at scale in Fintech, Banking or life insurance through independent agents or resellers, where success depends on recruiting, training, motivating, and managing a large independent sales force. Experience in banking, fintech, or insurance is highly valued. POS and merchant services exposure is a major advantage.
Key responsibilities
1) Build and scale referral-driven channel sales
- Recruit, onboard, and activate channel partners: independent resellers, referral partners, agencies, brokers, and field sales groups.
- Build a repeatable partner acquisition playbook: targeting, outreach, qualification, contracting, onboarding, activation, and ramp-up.
- Design and grow scalable referral programs with measurable conversion, including accountants, SME networks, consultants, associations, software vendors, telcos, and local business communities.
- Define territory coverage and partner segmentation by city, district, and vertical, ensuring clear routing and accountability.
- Drive partner productivity through cadence: weekly performance reviews, monthly targets, and pipeline coaching.
2) Life insurance style distribution leadership (strong preference)
- Recruit and build an independent seller network consistently, with a clear weekly recruiting rhythm and measurable ramp targets.
- Run structured onboarding, product certification, and selling skills training for independent agents and reseller teams.
- Motivate and manage performance across a distributed sales force using activity KPIs, pipeline health, and conversion discipline.
- Create incentive structures aligned to quality and ethics: activation quality, retention, and compliant selling, not only volume.
- Establish a culture of accountability: follow-ups, disciplined selling habits, and partner scorecards.
3) Build and enforce a CRM-based sales operating system
- Define the staged sales process with clear stage definitions, exit criteria, and next-step rules for both direct and partner channels.
- Implement CRM operating rhythm: lead response SLAs, pipeline reviews, forecasting cadence, activity tracking, and conversion metrics.
- Configure CRM automation workflows: lead routing, reminders, follow-ups, stage triggers, partner attribution, and performance dashboards.
- Ensure CRM adoption and data quality across teams and partners, no ghost pipelines and no unmanaged leads.
4) Recruit, train, and motivate partner sales forces
- Recruit and develop partner sales reps and partner team leaders when needed, with clear role expectations and ramp plans.
- Train partner teams on Vietpay products and value proposition: POS, QR payments, merchant onboarding, settlement, and reporting basics.
- Train selling skills: discovery, qualification, proposal, objection handling, closing, and post-sale handover.
- Build playbooks, scripts, objection handling guides, and partner enablement materials, then run weekly training and role plays.
- Coach in the field through ride-alongs, feedback loops, and structured performance improvement plans.
5) Partner program design and governance
- Design partner tiers and programs: referral partners, resellers, agencies, and strategic partners, with clear benefits and requirements.
- Set partner governance standards: onboarding checklist, compliance requirements, brand guidelines, and ethical selling rules.
- Design incentive plans that reward long-term value, including activation quality, active usage, and customer satisfaction.
6) Execution, reporting, and cross-functional collaboration
- Coordinate with Operations, Risk, Product, and Support to ensure smooth onboarding, activation, and partner issue resolution.
- Own the field feedback loop: competitor insights, objections, pricing feedback, partner friction points, and product gaps.
- Deliver weekly reporting on partner performance, pipeline health, win rates, activation rates, churn drivers, and operational issues.
Performance metrics (examples)
- Number of active partners recruited and producing monthly results.
- Referral lead volume, conversion rate, and partner-to-merchant activation rate.
- Pipeline coverage, stage conversion rates, and forecast accuracy.
- Sales cycle duration, win rate, and time-to-first-transaction after activation.
- Training completion rates and partner sales productivity per week.
- Quality metrics: active usage, churn rate, complaint rate, and compliance adherence.
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