Description
The role of DSR Supervisor is accountable for developing and implementing sales strategy in the appointed territory. This includes delivering Sell In performance targets, such as Volume, Revenue, and other targets based on business requirements. The role is also responsible for screening prospect partners, coaching distributor sales representatives (DSRs) to drive Sell Out performances within the territory, including Sell Out volume, workshop coverage, in-store share, product mix, and ROI of Castrol investment into workshops.
Key responsibilities include:
- Developing and implementing territory distributor Sell In and Sell Out plans according to PU strategy.
- Delivering financial performance targets for territory, including Sales Volume, Sales Revenue, and other KPIs per PU requirement.
- Developing and agreeing with the Distributor/Channel partner for key items relating to Sell Out, ensuring they are implemented to drive sales towards workshop customers within the territory.
- Ensuring business information, including sales forecast, distributor, and workshop customer information, is properly reflected in Castrol internal systems.
- Leading or acting as the focal point for assigned projects in the territory.
Requirements include:
- A minimum of a Bachelor's degree.
- A track record of delivery of sales targets and performance.
- Experience and confidence representing the company externally and managing and negotiating professionally with distributors.
- Experience and track record of distribution channel activation strategy design and implementation.
- Ability to travel efficiently.
- Experience of directly leading frontline sales teams is preferred.
The ideal candidate will have the ability to develop and implement strategic and tactical business plans, understand distribution business financials, and be able to support distributors' business sustainability. They will also be able to be hands-on and provide coaching to and motivate frontline sales forces, with flexibility of thought and action to respond to changing market environments and dynamic business situations.