GTM & RM Enablement Lead (Go-to-Market and Capability Building)

ACG_3780_JOB Our client is a leading organization in the banking and financial services sector, seeking an experienced professional to join their team. POSITION OVERVIEW A leading consulting and transformation organization is seeking a GTM & RM Enablement Lead to own the full Go-to-Market workstream of a large-scale Affluent Banking Transformation program at a major Vietnamese bank, delivered in partnership with a leading global consulting firm. This role combines go-to-market strategy and launch execution with the RM Enablement and Capability Building agenda, ensuring that every new customer journey, product, and campaign is not only well designed but also well understood, well trained, and well adopted by branch leadership and the frontline sales force, including Senior Relationship Managers, Relationship Managers, and other customer-facing roles. The GTM & RM Enablement Lead is the single point of accountability for closing the gap between Head Office strategy and day-to-day execution in the branch network, from launch planning through to capability building and adoption tracking. KEY RESPONSIBILITY GTM Strategy & Planning Define the overall go-to-market strategy for MVP customer journeys and marketing analytics use cases across the program, anchored on the program's segmentation, customer value proposition, product, and pricing pillars. Develop sequencing and prioritization of launches aligned with the program roadmap and business objectives. Translate strategic priorities and Head Office-level pillar designs into actionable, phased go-to-market plans that are concrete and executable at branch level. Launch Execution Lead planning and execution of pilot and rollout waves for new customer journeys and campaigns. Coordinate RM and branch adoption plans, including communication, enablement, and readiness activities. Align launch timing and messaging with training, coaching, and change management workstreams. Branch & Frontline Rollout (Sales & Service, Marketing) Own the translation of the sales & service and marketing pillars of the transformation into clear, practical playbooks, scripts, and tools for branch leadership and the frontline sales force, including SRMs and RMs. Work directly with branch directors and frontline team leads to plan and sequence the rollout of new journeys, products, and campaigns down to the branch and individual RM level. Design and drive adoption mechanisms at branch level: launch briefings, role-plays, job aids, incentive/recognition tie-ins, and in-branch communication cadences. Gather frontline feedback from SRMs, RMs, and branch leadership on practicality and friction points, and feed it back into journey, product, and campaign iteration. RM Enablement & Capability Building Own the RM/SRM capability agenda for the Affluent program: define what the frontline needs to know and be able to do for each journey, product, and campaign launch. Direct the in-house RM Training & Coaching team, responsible for training material drafting, curriculum development, and train-the-trainer, setting priorities, reviewing quality, and ensuring output is fit for purpose. Ensure training and coaching content is tightly aligned with and sequenced around GTM launch plans so capability building always lands ahead of or alongside rollout, not after it. Track capability/readiness metrics such as training completion, certification, and coaching cycles alongside GTM adoption metrics, and flag capability gaps that put launch timelines or adoption at risk. Stakeholder & Cross-Team Alignment Act as the central point of coordination between Business, Technology, Data, the RM Training & Coaching team, external training vendors, and the RM network on all GTM and capability matters. Partner closely with the consulting team and bank leadership, including Head Office and regional/branch leadership, to ensure GTM and capability plans reflect strategic intent and on-the-ground realities. Manage dependencies and risks that could affect launch timelines, capability readiness, or adoption, including branch-level capacity constraints. Performance Tracking & Iteration Define success metrics and KPIs for both GTM, including adoption, usage, and business impact, and capability building, including training completion and coaching effectiveness, for each journey and use case. Monitor post-launch performance at both program and branch level, and feed insights back into the MVP iteration cycle and the capability agenda. Prepare consolidated GTM and RM Enablement status updates and recommendations for program governance forums. Requirements Experience 10–12 years of overall professional experience, including significant exposure to retail/affluent banking, wealth management, or fintech. Proven track record in go-to-market strategy, product marketing, or commercial launch management, OR in leading capability building / L&D for a branch-based sales force, with clear exposure to the other side, GTM or capability, as well. Direct experience rolling out sales programs, products, or campaigns to a branch network, working hands-on with branch leadership and frontline sales teams, including RM, SRM, or equivalent roles; branch leadership experience, such as former Branch Director, is a strong plus. Experience directing or working closely with a training team and/or external training vendors/agencies, including curriculum development and train-the-trainer, is a plus. This role leads and quality-controls that work rather than producing curriculum personally. Prior experience on large-scale digital transformation programs; experience working alongside global consulting firms is a strong plus. Technical Solid understanding of customer journey design and digital banking product launches. Familiarity with marketing analytics, campaign management, and segmentation concepts, such as next-best-offer and targeting. Working knowledge of agile, MVP-driven delivery models. Understanding of affluent/priority banking customer segments and RM-led sales models, including how Head Office-designed products and journeys are actually executed at branch level. Working familiarity with capability-building approaches, including training needs analysis, coaching cadences, and certification, sufficient to direct and review the work of a training team/vendor, even without designing curriculum personally. Soft Skills Strong stakeholder management skills, comfortable engaging senior leadership on both bank and consulting sides. Excellent structured communication and presentation skills in both Vietnamese and English. Comfortable operating in a fast-paced, ambiguous, MVP-first environment. Strong ownership mindset and ability to drive execution across multiple parallel workstreams. Able to lead and get results through a small team and external vendors, not only through individual execution. Nice to Have Experience with CRM or marketing automation platforms in a banking context. Prior GTM or launch management role within a bank-wide transformation program. Prior role owning a training/capability agenda for a bank's RM or frontline sales force. Background at a top-tier consulting firm, bank innovation unit, or fintech GTM/L&D function. Contact: Giang Van and Gia Huy Due to the immense number of applicants, only shortlisted candidates will be contacted. Benefits Contact: Giang Van and Gia Huy Due to the immense number of applicants, only shortlisted candidates will be contacted.