Distributor Manager – Industrial

Ho Chi Minh City
12 May 2019
07 Jun 2019
Oil and Gas
Contract Type
Full Time
Role synopsis:
S ervice and manage Industrial Distributors and Key Accounts and customers in the assigned territory. A Distributor is a business partner and an extension to the company business and the Distributor Manager will be responsible for the successful implementation of a business plan for each Distributor. This will include the use of the WCSC (World Class Sales Call), ensuring the Distributor advocates the company products and services correctly, managing the Distributor Key customers and providing Distributors with all the required support to deliver value to customers.

Be able to deal with accounts in industrial sectors such as power, steel, cement, mining etc. and implement value selling (added) to these key accounts.

Key accountabilities:
The Job holder will be office and be in charge of Distributors/ Customers in assigned territory
  • HSSE (Health, Safety, and Security & Environment): To ensure full compliance to all HSSE and Ethics standards. The Sales Executive must ensure full compliance to all HSSE and Ethics standards and policies. This will include informing Distributors of the HSSE and Ethics standards of the company. Appropriate Training and Development plans for the Distributors business will need to be identified and communicated to Sales Training. The Sales Executive will also be responsible for managing the implementation of the Training initiatives.
  • Growth: To achieve and exceed Sell Volume and Value targets: R esponsible for achieving the Volume and Value targets for Castrol and/or BP brands within the designated territory. This responsibility is NOT confined to the SELL IN volumes/values only; Also be responsible for helping the SELL OUT volumes/values of all Distributors (i.e. the Secondary Sales). To maintain good relationship with existing distributors/dealers and customers for growing industrial lubricant.
  • Efficiency: To maximize Efficiency and Productivity. R esponsible for ensuring the Company's resources are fully utilized for the mutual benefit of the company and all customers; Plan and execute a journey plan that maximizes sales and the best use of the in-call time; Responsible for supplying accurate sales forecasts.
  • Customer: Ensuring Distributors are managed in a world-class way. Responsible for delivering value to Distributors through the professional delivery of a WCSC; in addition, responsible for developing and implementing a business plan for the distributor. The Distributor relationship must be based on good business practice. A regular business review must be conducted with the Distributor

The incumbent has to deal with the industrial customers such as factories, enterprises...., and be r esponsible for delivering the value to Key Accounts then set up a win-win solution (KAM) to build a key customers base.
  • People: To identify the training needs of the Distributor and communicate to the Sales Training function . Responsible for self-development. This will achieved through the proactive interaction with line manager and the development of an appropriate PDP (Personal Development Plan); In addition, responsible for the DSRs coaching and identification of Distributor training needs, the communication thereof to Sales Training and the scheduling of such training.

  • Segment: Manage the assigned segment by tracking the market movement & trend, defining key opportunities and coming up with the proposals for segment development.
The job holder will be responsible of Channel Strategies & Plans, and lead input and output for the following planning purposes;
  • Lubricants Business Management (LBM) Demand, Vulnerability and Opportunity Planning
  • Marketing plan and ASP investment plan (as appropriate)
  • Territory Prospecting Plan
  • OEM and Strategic Accounts Plans (where relevant)
  • Cross territory/channel planning (where relevant)
*OEM: Original Equipment Manufacturer

Essential Education:
Bachelor Degree, preferably in Mechanical Engineering

Essential experience and job requirements:
Minimum 02 years of experience in B2B Sales or Industrial Sales.

Other Requirements (e.g. Travel, Location):

Desirable criteria & qualifications:
Good selling and negotiation skills.
Good business knowledge.
Good distributor & Key account management skills.
Proficiency in spoken and written Vietnamese & English.
Ability to develop and implement strategic and tactical business plans.
Ability to be hands on and drive the business with direct responsibility.
Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations.

Values and Behaviours:
  • Excellence: Learn and apply the best practices of BP, act with professionalism and strive for excellent execution
  • One Team: Support those I work with and help to build the effectiveness of my team to achieve the best results.

Key competencies and Level:
  • Distributor Management: Skilful
  • Customer Relationship Management: Skilful
  • Sector, Market, Customer, and Competitor Understanding: Skillful

About BP:
We are a global energy business involved in every aspect of the energy system. We have 75,000 employees in 80 countries, working towards delivering light, heat and mobility to millions of people, every day. We are one of the very few companies equipped to solve some of the big complex challenges that matter for the future. We have a real contribution to make to the world's ambition of a low carbon future. Join us, and be part of what we can accomplish together.

The Downstream segment has global manufacturing and marketing operations. It is the product and service-led arm of BP, made up of three businesses (Fuels, Lubricants, and Petrochemicals).

We aim to run safe and reliable operations across all our businesses, supported by leading brands and technologies, to deliver high-quality products and services that meet our customers' needs.

Disciplined execution of our strategy is helping improve our underlying performance, capture opportunities for further growth, generate attractive returns and create a more resilient business that is better able to withstand a range of market conditions; and create opportunities for future growth.

BP Lubricants is a world-leading manufacturer, distributor and marketer of premium lubricating oils and greases. As a proud member of the BP group, our global reach extends into 44 countries and we market our products in over 75. It's a complex operation of many moving parts - made possible by a close-knit network of over 7,000 talented employees across eleven different functions.

Among us, you'll find engineers and technologists. Business managers and analysts. We work in offices, in labs, by the race track and on the shop floor. We're creators, innovators, thinkers and networkers. Graduates, parents, leaders and experts. We share ideas from every background and support every bold ambition. And we benefit from our combined experience, from every walk of life. Together, we're keeping the world moving. So we're immensely proud of what we do.

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