Job Description

Distributor Business Manager - General Trade / B2C

Qualification & Exp:

- MBA from B-School batch 2020/ 2021 / 2022

- Exp into FMCG / TYRE / PAINTS

Role:

- Profitable revenue growth in the designated territory through effective implementation of Company sales strategy through the Distributors and Retail direct accounts.

- To develop a team of competent DSR, FMR and SO.

- Ensure all selling and service routines through Distributors are on auto pilot

Key Accountabilities:

- Achieve Targets for Revenue, Reach and Profitability

- Drive customer ( key retailers and workshops) advocacy

- Drive and ensure adherence to World Class Sales Call @ FDFT. Also ensure supply @ FDFT Act in a manner consistent with the BP Values & Behaviours by leading through our values, building enduring

- Capability building and maximizing value by strictly adhering to safe, Ethical & complaint behaviour for all activities in the market including company processes for Distributor Claim Management

- Conduct monthly distributor performance reviews, which consist of a robust review of key prospects and accounts at risk and thorough review of Scorecard metrics and performance manage distributors to drive accountability for sales results. When performance is not at target levels on scorecard metrics, DBM is accountable to create action plan to Region Manager to address the underperformance, identification of actions to close the gap and owns the execution of the action plan.

- Execute detailed plans and manage sales processes in the region with the focus on acquisition of new customers utilizing the indirect sales model.

- Compliance with Code of Conduct, Values and Behaviors and HSSE Standards.

- Effective daily use of Salesforce Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.

- Ensure utilization of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Insights and TurfView.

- Adopt and utilize the mindset which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo.

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