What’s the role?
The Senior Account Manager is responsible for the financial and operational performance of the Lubricants Macro Distributor Business, to manage the brand, and set the basis of a long-term, sustainable business partnership in the respective territories. Specifically, to implement the channel excellence programme, transforming the MD business, focusing on fixing the basics on network, organisational effectiveness, sales excellence & capabilities. The role requires a combination of Product and Market knowledge, Selling and commercial skills, an experience in Indirect Channel management with a particular emphasis on Business Partnering.
Some of the key accountabilities and responsibilities of this role are:
Achieve KPIs: HSSE, Overall accountability of Volume, Net Proceeds, C3, Credit days-sales-outstanding (DSO) and demand forecast accuracy (DFA), incl. non-financial business KPIs, e.g. portfolio health, Commercial Excellence metrics, pricing discipline, premium penetration
Manage the Macro-Distributors (MDs) for respective territory or focused channels
Work with the MD to identify the appropriate route-to-market (RTM) in their countries
Build capabilities in the MD organisation with a focus on Sales, Marketing and Technical competencies
Work with all business functions to drive efficiency and effectiveness in the MD business, e.g. Supply Chain, Customer Operations, Finance
Drive the agenda of Sales Excellence with own as well as partner’s organization.
Lead direct, cross functional teams and external partners to achieve KPIs.
Be accountable for personal and team development and arrange appropriate training to achieve agreed development goals and improve competencies. Coach each individual to meet the development goals with a strong focus on Sales, Marketing and Technical capabilities
Build market intelligence, comprehend/attend to country and category-specific trends, opportunities and challenges, incl. competitive intel, e.g. marketing activities, distribution
Effectively communicate strategic plans, project and results to wider organization as well as represent and contribute to leadership team agenda
Build and maintain strong, long-lasting customer, distributor and organisational relationships
Co-develop the annual Business Plan with MD partners; monitor and support progress
What we need from you
Bachelor’s degree in Sales, Business Administration, Marketing or equivalent experience. MBA will be preferred
Previous experience in Lubricants roles, with demonstrated ability to meet or exceed targets. Experience in Taiwan Market will be an advantage
Hands on Indirect Channel Management & RTM experience, ideally having completed Delivering Indirect Channel Excellence (DICE) professional and DICE Advanced courses
Must be comfortable with numbers and business finance with a demonstrated ability to pull economic and accounting levers
Analytical with strong communication skills – excellent written and verbal communication skills, including the ability to present strategy and results to staff members at all levels
Ability to build and maintain relationships with customers, internal and external stakeholders; Strong leadership & relationship building skills to manage multiple stakeholders for delivery
Capability to work independently and lead teams from different backgrounds / cultures, lead without formal authority
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