Petronas Lubricants - Channel Developer

District Management

Identify & conduct Due Diligence to ascertain feasibility of potential distributors as per the Ideal Profile.

Identify list of companies which are Distributors /Larger re sellers of lubricants, spare parts

Do primary profiling on these organization through F2F calling

Based on profiling map the organization on qualification parameters

Qualify accounts as suspects/prospect

Shortlist top 5 prospects with the RTM Manager & Finalize Appointment

Shortlist, Finalize and onboard distributors as per the process.

3 year Business Aspirations

Infra & resources Required

System & Practices

Tracking & Monitoring system

Review & Reporting

Develop Business plan with prospective distributor and sign off:-

Understand & help build distributor's team structure

Identify training need of sales team

Conduct training sessions as per need identified & Objection handling

Define Territory Coverage Plan & ensure adherence (Sales Force Automation, DMS, etc.)

Support the Sales Teams to Map business plan & commitments with achievement

Drive & Track sales team visit

Discuss concerns/challenges faced by team

Plan joint visit with Sales team to key accounts

Stock availability/Merchandising

Monitor & provide support required

BEHAVIORAL SKILLS: (Attitude, Aptitude and Abilities)

- Good verbal, listening and written communication & presentation skills

- Excellent interpersonal skills.

- Should hold good knowledge of Channel domain.

- Ability to Effectively sell the ROI

TECHNICAL SKILLS: (Skill set required to do the job- Tools, Technical Knowledge, Certifications etc)

- Sound knowledge of Ms Excel, PPT & Internet.

- Excellent & proven track records on maintain hygiene, excellent sales & team spirit.

Candidate Specification:

Candidate has to be minimum a MBA.

Should have created or expanded the channel business in an organization.

Should have minimum 4 to 7 years prior experience of Handling New & Existing Distribution sales & Channel development.

Ideal to have experience in the Auto Spares, FMCG Channel sales and handled larger Distributor accounts.