Distributor Manager - B2C

24 Aug 2019
23 Sep 2019
Oil and Gas
Contract Type
Full Time
Job profile summary:
The Distributor Manager is responsible for delivering the indirect sales strategy and financial performance targets including Sales Volume, Gross Margin and Overdue, managing local distributor partners and intermediaries/resellers in the sales territory or geography, finding prospect partners, coaching distributors and monitoring their financial position to ensure long term sustainable value for the company.

Work region: Binh Thuan & Ba Ria Vung Tau

Job Advert:
To succeed in this role, you are the owner of a diverse-aspect development in:
  • Ensure full compliance to all HSSE and Ethics standards and policies including informing Distributors of the Company HSSE and Ethics standards and ensuring well complied Distributor HSSE program.
  • HSSE: Health, Safety, Security and Environment
  • Take responsibility for SELL IN, SELL OUT Volume and Gross Margin, Power brands targets for the assigned areas.
  • Take the initiative in exploring the market potential to ensure the company growth is faster than market & competitor growth.

  • Ensure that the Company's resources are fully utilized & well executed for the mutual benefit of the company and all customers such as Sell out software for distributors, customer investment program
  • Be responsible for communicating appropriate Sales and Marketing initiatives to the Distributors.
  • Plan and execute a journey plan that maximizes sales, cost efficiency and the best use of the in-call time.
  • Make and track distributors sales representative's shop route to ensure it is fully complied & improve their coverage, visit call & successful call.

  • Ensure that Distributors are handled in a world-class way.
  • Independently manage and in charge of delivering value to Distributors through the professional delivery of WCSC - Word Class Sales Call.
  • Lead the process of developing and implementing a business plan for the distributor. A regular business review must be conducted with the Distributor.

  • Identify the training needs, coach & develop the Distributor's salesforces
  • Full compliance with the Customer Policy is critical to ensure we can optimize our growth opportunities in the market through several different channels.
  • Operating with our strategic partners is strictly governed by our own Code of Conduct, but also competition legislation, which the job holder must understand and apply correctly in every aspect of the relationship.
  • Handle a diverse group of customers/distributors and sales force with different background, qualifications and needs.
  • Working remotely and autonomously in sales territories.
  • Communicate and be a great partner with functions to ensure functional support requests are acted on and implemented.
  • Implement advanced Value Selling techniques to maximise value for both our customers and Castrol, negotiate with customers within agreed Delegation of Authority (DoA) ensuring not to make any promise that cannot be delivered.
  • Develop world-class partnerships and relationships with large customers.
  • Prospecting customers requires the Channel Sales Specialist to actively build new relationships in order to gain access to business opportunities.
  • Effectively use Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.
  • Ensure that shop signs, consumable tools, trade loans, cash rebates and other kind of investments from company to customers are run effectively and stay in sync with Castrol Customer Investment Policy & Process.
About you:

Educational background
  • Min. University Degree

Experience & qualifications required
  • A minimum of 5-year experience in Auto lubes or FMCG
  • Advanced skills in all World-Class Customer Management disciplines
  • Good business knowledge
  • High on energy, enthusiasm and 'can do' attitude
  • Strong sales & distributor management skills
  • Good Analytical skills interpersonal skills
  • Good communication and negotiation & influencing skills
  • IT skills: Word, Excel and PowerPoint
  • Holding B1/B2 driving license
  • Proficiency in written and spoken Vietnamese is a must

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.

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