Distributor Sales Specialist - Indore

About the Team: 

• Purpose of the Distributor sales specialist role is to drive Volume, Turnover & Overdue by acquiring and retaining Industrial customers through Indirect Channel.
• The role will also ensure profitable revenue growth in the designated territory through effective technique of Company sales strategy through the indirect channel.
• The role is responsible to handle set of Distributors in given territory including their financial health for business.

Key Tasks:

• Develop and deliver the annual territory plan including Volume, Turnover, Overdue, Customer retention and acquisition for each distributor in the territory ensuring the plans are aligned with the overall business strategy.
• Ensure long term growth by driving prospecting strategy for the territory and for the distributors, including data gathering, competitor and market knowledge, customer and relationship management and tender/offer.
• Handle distributor business reviews including financial health of distributor. Drive distributor and his team to help achieve business goals.
• Ensure capability development, critical metric setting, Review and monitoring of Distributor Sales Representatives. Handle Local relationship with Sales Solution providers (wherever applicable). Ensure robust talent management process at distributor level.
• Ensure that the distributors implement outstanding customer service by, identifying critical customer needs and match our Value Proposition to those needs, Execution of agreed activities and service levels to increase Customer and Company objectives and value, Handle customer relationships through the distributor and resolve issues if any, HSSE and Ethical compliance, Develop DB capability for customer acquisition & Management.
• Establish relationship with all critical customers. Handle customer business reviews to communicate and prove value delivery and reinforce relationships.
• Develop Distributor mid-term Business plan in alignment with Distributor and team leader. Ensure detailed plan.
• Support organization in developing appropriate strategy/ offer by proving appropriate competitor information, market trends, industry developments etc. and being voice of customers.
• Drive standardization of our sales offers in line with our basic customer offer.
• Ensure that all activities conducted through 3rd parties or intermediaries in territory comply fully with our Castrol Code of Conduct and local competition legalization. Ensure compliance with country regulations, Castrol Group, Segment and regional policies and standards.
• Act in a manner consistent with the Castrol Values & Behaviors by leading through our values, building enduring capability and growing value by closely adhering to safe, Ethical & compliant behavior for all activities in the market including company processes for “Distributor Claim Management”.

Experience required:

• Minimum Graduate Engineering with business degree preferred.
• 10 + years of experience in handling B2B customers and B2B distributor management. Candidates with good understanding of Industrial sectors will be preferred.
• Customer Relationship Management and Sales Analysis.
• Relevant knowledge of Manufacturing Industry and Territory Management.
• Should be able to handle Distributor network and handling indirect sales representatives.
• Ability to implement company offers, programmers with the help of distributor partners.