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/ASM
Oil/Gas, Sales, FMCG - Ha Noi, Hai Phong
Salary: Competitive Offer Package
The Job
JOB PURPOSE:
- Agree, monitor and achieve sales targets for both new and existing customers (Volume, PREMIUM, C3 and Credit).
- Jointly with RTM, 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:
- 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 Company’s HSSE culture and policy whether at our premises, travelling or at distributor/customer sites.
Your Skills and Experience
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
EDUCATION / TRAINING
- Bachelor in Business Administration or related field.
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 and Global Industry
- Opened professional and general management training
- Competitive salary and great benefits
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