Distributor Manager (Mindanao)

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- 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.

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

Job Qualifications / Education / Skills / Requirements / Capabilities

• Graduate of Engineering, Marketing or Business Course
• Sales experience in selling lubricant product is preferred
• Minimum 4 years experience in managing a Distributor
• 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

Competencies Desired

• 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.

Working Conditions / Physical Requirements / Travel Requirements

• Davao based, covering the entire Mindanao.
• Work from Home / field work (30/70)
• The individual will be required to travel out of base approximately twice per month.