Job Purpose
The role is accountable for developing and implementing sales strategy in the appointed territory. The role should deliver Sell In performance targets including Volume, Revenue, and other targets based on business requirement. The role is also responsible for screening prospect partners, coaching distributor sales representative (DSR) in order to drive Sell Out performances within the territory including Sell Out volume, workshop coverage, in store share, product mix and ROI of Castrol investment into workshops.

Key Accountabilities
1. Develop and implement territory distributor Sell In and Sell Out plans according to PU strategy.

2. Deliver financial performance targets for territory including Sales Volume, Sales Revenue and other KPI per PU requirement.

3. Develop and agree with the Distributor / Channel partner for below items relating to Sell Out and ensure they are implemented, aiming for driving the sell towards workshop customers within the territory:

61 City level workshop coverage and activation plan, by leveraging national activation scheme.

61 Right sized distributor DSR team with adequate capability to sell Castrol products.

61 Monthly/Weekly/Daily review/check-in with DSR for progress of sell out and activation program execution. Provide coaching to DSRs to meet targets.

61 Key workshop customers development and investment deal landing. ROI of investment meeting Castrol requirements.

4. Ensure business information including sales forecast, distributor and workshop customer information reflected properly in Castrol internal systems. Ensure customer voices and market dynamics and competitor’s move are reflected internally to support business decision.

5. Lead or act as the focal point for the assigned projects in the territory.

6. Ensure that all activities conducted through 3rd parties or intermediaries in country comply fully with our own CoC and local competition legalization. Ensure compliance with country regulations, BP Group, Segment and regional policies and standards.

Summary Decision Rights

· Determine Sell Out target for distributor overall for the territory and each DSR individually.


· Decide the channel activation activity set within the territory.


· Resource allocation with following governance principles for the territory

Job Holder Requirements

Education

61 Minimum: Bachelor’s degree.

Experience

61 Minimum 5 years relevant working experience in distributor sales and management.

61 Track record of delivery of sales targets and performance

61 Experience/track record/confidence representing the company externally and managing and negotiating professionally with distributors.

61 Experience and track record of distribution channel activation strategy design and implementation.

61 Ability to travel with efficient travel plan.

61 Experience of directly frontline sales team preferred

61 Track record with examples regarding distribution penetration improvement in high tier or low tier markets preferred, based on the requirements of the business territory assigned.

Skills & Competencies


61 Ability to develop and implement strategic and tactical business plans.


61 Adequate understanding about distribution business financials and be able to support distributors’ business sustainability.

61 Ability to be hands on and provide coaching to and motivating frontline sales force. Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations