Distributor Manager Mindanao

Job Purpose

The Distributor Manager-Mindanao is responsible for achieving the annual sales plan and business plan of Mindanao, by effectively managing, supporting and developing Valvoline Distributor/s in line with the company’s strategies and objectives.

How You Make An Impact (Job Accountabilities)

• Implement in-country Distributor Network Strategy for their assigned area
• Ensure Primary sales volume targets of distributors are achieved

• Assist distributors in developing annual business plan that is aligned to company goals and objectives (inclusive of distributor sales & marketing strategies to grow secondary sales)
• Collaborate with distributors (especially with Distributor Sales Manager) to effectively implement sales and marketing strategies in key focus sectors as per DBP. Ensure Distributor sales & marketing strategies are aligned with Valvoline in-country strategies.
• Monitor and evaluate distributor performance (Distributor Scorecard) on a regular basis and provide feedback, guidance and the necessary support if needed
• Collaborate with distributors in identifying key accounts that will help distributors achieve growth targets and provide hands-on support.
• Ensure distributors effectively manage their sales pipeline by conducting regular sales pipeline coaching and reviews
• Train/Coach distributor personnel to improve staff competency and confidence either via regular classroom training or joint coaching calls
• Assist distributors in identifying, appointing and training new sub-distributors/dealers if any
• Support and guide distributors in achieving their secondary sales target on identified focus segments (as per DBP)
• Ensure segment programs (strategies) are implemented accordingly
• Exercise leadership skills, management skills and coaching skills to ensure the Distributor sales team are equipped, motivated and driven to achieve annual sales objectives
• Manage distributor marketing budget properly
• Ensure budget allocation/spending is aligned with distributor strategies & priorities
• Ensure reimbursements are done timely
• Work effectively with Singapore Supply Chain & Customer Service team to ensure distributors’ orders and needs are met and delivered timely and accurately. Submit timely product forecasts per distributors to Singapore to ensure reliable supply
• Manage the Trade Accounts Receivable (TAR) of the distributors within agreed/acceptable levels
• Submit timely monthly sales reports, and/or key accounts sales pipeline updates to cluster manager on a regular basis
• Manage territory expenses within agreed budgets
• Conduct special projects or other related tasks as requested by the cluster manager
• Conduct market research including competitor and customer requirement analysis as requested by cluster manager
• Establish and maintain effective and professional working relationships with distributors and other members of the organization
  
  

• Graduate of Engineering, Marketing or Business Course
• Sales experience in selling lubricant product is preferred
• Minimum 4 years experience in managing a Distributor
• Minimum 4 years managerial or supervisor experience
• Minimum 5 years sales experience in B2B/ B2C
• Sales experience in dealing with Auto & Motorcycle parts shops, Installed Workshops, Trucking and Construction is preferred
• Ability to drive sales and achieve annual plans
  
  

• Ethical, driven, and self-motivated leader with strong supervisory, coaching, and mentoring capabilities.
• Excellent communication, collaboration, negotiation, and teamwork skills.
• Proven ability to drive sales, execute annual plans, and achieve targets through strong selling skills.
• Strong analytical and decision-making skills with the ability to perform effectively under pressure.
• In-depth market, product, and channel knowledge, including retail and distribution dynamics.
  
  

• Manila-based, covering the entire Mindanao.
• Work from Home / field work (30/70)
• Travel Requirements; 2 times a month he/she will be out-base
  
  

• Achievement of Sales Objectives (attach sales plan and KPI
• Sales Volume, liters
• Gross Margins, $
• Other sales related KPIs as per decided by Cluster Manager
• Credit Management / TAR