Distributor Manager, Luzon

At Valvoline Global Operations, we're proud to be The Original Motor Oil, but we've never rested on being first. Founded in 1866, we introduced the world's first branded motor oil, staking our claim as a pioneer in the automotive and industrial solutions industry. Today, as an affiliate of Aramco, one of the world's largest integrated energy and chemicals companies, we are driven by innovation and committed to creating sustainable solutions for a better future.

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

Job Accountabilities:

• Implement in-country Distributor Network Strategy for their assigned area
• Ensure Primary and Secondary 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

Job Qualifications / Education / Skills / Requirements / Capabilities:

• Bachelor's degree in any discipline (Engineering, Marketing, or Business preferred)
• Proven sales experience, preferably within the lubricants industry
• At least 8+ years of experience managing distributors
• 12+ years sales experience in B2B/ B2C
• Experience working with automotive and motorcycle parts retailers, workshops, trucking, and construction sectors is an advantage

Competencies Desired:

• Strong ability to drive sales and consistently achieve annual targets
• Excellent selling and influencing skills
• Solid analytical and problem-solving capabilities
• Deep understanding of market dynamics
• Strong product knowledge and grasp of retail and distribution fundamentals
• Ability to perform effectively under pressure
• High ethical standards and integrity
• Proven leadership and supervisory capabilities
• Strong collaboration and negotiation skills
• Ability to coach and mentor team members
• Effective communication skills
• Sound judgment and decision-making ability
• Resourceful, diligent, and results-oriented
• Self-driven and highly motivated
• Promotes and fosters a collaborative team environment

Working Conditions / Physical Requirements / Travel Requirements:

• Based in Manila, with coverage across the entire Luzon region
• Work arrangement: approximately 30% work-from-home and 70% field-based
• Travel required: expected to be out of base approximately twice per month