Our Client is Global leader in Oil & Gas Industry
This is the global leader Company in Oil & Gas Industry. In order to dedicatedly support their business agenda, they are looking for qualified candidates for the following position.
Indirect Channel Account Manager – Central
Sales, FMCG - Khanh Hoa
Salary: Competitive Offer Package
The Job
JOB PURPOSE:
- Agree, monitor and achieve sales targets for both new and existing customers (Volume, PREMIUM, Margin and Credit).
- Jointly with Route To Market, Marketing and Technical Team to continuously improve business performance of distributors, Strategy, CVPs, Price Management and Customer Offer Book and take appropriate action to improve performance.
- Effectively implement Sales 1st, Price Management, S&OP/Forecasting and Customer Standard Offer Book.
PRINCIPAL ACCOUNTABILITIES:
Sales Operations Planning and Execution
- Develop annual business plan per distributor to ensure delivery of business objectives and targets and develop annual sales plan with list of sales activities to be generated incremental volume to meet with annual business plan
- Ensure delivery of sales and credit targets
- Provide sales forecast to ensure sufficient product supply in the area assigned
Pricing Strategy and Execution
- Support and feedback to Pricing Manager on market and customer pricing in developing appropriate pricing strategies
- Ensure strict adherence to resultant mandates to minimize cross channel conflicts
Technical Support
- Develop and train the D-FLTS (Distributors Front Line Technical Service) for the distributors, with support from the ILTC
- Plan and execute technical program via the D-FLTS such as DVRs, lubes survey, plant audit, technical seminars, and other related CVPs.
Distributor Management
- Recruits, on-boards and terminates distributors. Promotes Company Value Proposition, manages value chain split between Company, distributors and consumers, as well as cross-channel conflicts.
- Drives the business strategy through coordinating a network of distributors, establishing mutually beneficial contract frameworks and managing distributor performance.
- Develop and implement Annual Business Plans, including Distributor Capability Assessments.
- Ensure that distributors recruit, develop, motivate and retain a sales force through Distributor Sales Excellence implementation that delivers sustainable performance, and provide appropriate support.
- Provide sales support by visiting distributors’ key accounts and by engaging all support functions in Company that could help deliver the customer promise.
- Develops and sustains pipeline management activities with distributors to achieve indirect pipeline KPIs, such as: Coverage, Penetration, Throughput/Volume, Target Delivered, Pipeline Strength, Hit Rate, Customer Churn, Cycle Time
- Implements Distributor Value Propositions (DVP) to develop the skills of distributors, including Distributor Marketing Manager (DMM) program
- Articulates CVPs aligned with customers’ needs through appropriate presentation of products and services
- Leverages understanding of pricing and related policies and procedures to execute mutually beneficial and value-driven business transactions with customers.
- Embody the Life Saving Rules, ensuring that behavior conforms to Companyl’s HSSE culture and policy whether at our premises, travelling or at distributor/customer sites.
KEY CHALLENGES:
- Driving robust 3-year Distributor business planning process and contract assurance through formal quarterly reviews, including but not limited to: pipeline management quality & progression, sell-through business performance, marketing
- calendar execution, alignment, sales capability development, supply chain management, succession planning and Distributor Offer Book.
- Modelling and supporting Sales 1st behaviors. Move from a "sell to" to a "sell-through" model in order to deliver top line growth.
- Auditing, challenging and coaching the Distributor Leadership Team on key business management areas such like Finance, Sales, Marketing, Supply Chain Management, HSSE and People Management.
- B2B Industry working experience from 3 years.
Your Skills and Experience
EDUCATION / TRAINING
- Bachelor in Business Administration Technical background
PROFESSIONAL / TRADE QUALIFICATION
- Working knowledge of CRM tools
- Basic understanding of an ERP system (SAP) is desirable.
- Strong interpersonal skills and ability to build constructive relationship with customers and distributors.
- Good customer service attitude.
COMPETENCIES:
Sales Excellence
- Selling & Negotiating – Skill
- Channel Management – Skill
- Apply Customer Value Proposition – Skill
Commercial Fundamentals
- Commercial & Economic Acumen – Knowledge
- Value Chain Understanding – Knowledge
- Managing Customer Experience – Knowledge
- Pricing & Exposure Management
- Selling & Negotiating – Knowledge
- Contract Management – Knowledge
- Applying Technical Capability – Knowledge
Marketing Excellence
- Generating Insights – Knowledge
EXPERIENCE
-
Significant indirect sales experience, with a proven track record of developing profitable business.
Proven track record in coaching, leading and inspiring teams.
Demonstrated breadth of business experience (financial, marketing, operations, etc.)
Solid understanding of basics of supply chain management such as forecasting, replenishment planning and logistics management.
COMPUTER PROFICIENCY
-
Microsoft Office
KEY WORKING RELATIONSHIP
Internal:
- National Sales Manager
- Sales Executive
- Marketing Manager/Brand Manager
- Indirect Lubricant Technical Coach
- Finance Manager/Credit Manager
- OTC Manager
- Demand Planner
- Logistics Manager
External:
- Distributor Owner
- Distributor Marketing Manager
- Distributor Sales Manager
- Distributor Sales Representative
- Key Customers
Why You'll Love Working Here
- Opportunity to work for professional working environment
- Competitive salary and great benefits
- Long term career roadmap with the famous company
More Jobs for You
Our Client is Global leader in Oil & Gas Industry
JOB PURPOSE: Agree, monitor and achieve sales targets for both new and existing customers (Volume, PREMIUM, Margin and Credit). Jointly with Route To Market, Marketing and Technical Team to continuously improve business performance of ...
Competitive Offer Package
Khanh Hoa
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