Jobs

Distribution Business Manager – Industrial

Employment Type : Permanent

Location : Ludhiana / Kolkata / Bhubaneshwar

Key Skills : Business Management, Sales, Market Planning, Distribution Strategies, Customer Relationship Manageme

Detail Job Profile :

About Client : MNC Manufacturing

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Position: Distribution Business Manager – Industrial

Location : Ludhiana / Kolkata / Bhubaneshwar

Reporting to : Regional Manager – Industrial

Experience& Expertise (mandatory & desired)

University graduate (Sciences/ Engineering in Mechanical / Automobile/chemical/ Production/ Electrical is desirable). A post graduate qualification in management will be an added advantage.

Experience& Expertise:

Experience of 3-12 years in handling B2B customers & B2B- Distribution Management will be required. Candidates with a good understanding of Industrial sectors will be preferred

Fluency in English and one regional language is essential.

Required Competencies　

• Distribution Business Management
• Customer Relationship Management
• Customer Profitability& Capturing Value
• Consultative Selling Skills
• Products & Applications Knowledge

Mandatory:

The incumbent should possess a valid four wheeler driving license as the role requires being able to drive a four wheeler on work. This Job involves 15 – 20 days of monthly travel outside the base

Purpose of role:

• The DBM- Industrial manages a portfolio of customers and new prospects within a defined sales geography.
• The role is accountable for delivering Volume, GM and Distributor stock and Credit management as well as identifying and developing new prospect customers.
• The role will also ensure profitable revenue growth in the designated territory through effective implementation of Company sales strategy through the indirect channel.

Key Results/ Accountabilities expected from role

1. Develop and deliver the annual territory plan for each distributor (DB) in the territory ensuring the plans are aligned with the overall business strategy.
2. Deliver financial performance targets within territory including Volume and GM.
3. Execute prospecting strategy for the territory and for the distributors, including data gathering, competitor and market knowledge, stakeholder and relationship management and tender/offer processes.
4. Ensure long term growth by always seeking sufficient prospect customers and providing regular updates to the prospecting database and LBM process
5. Manage distributor business reviews to communicate and prove value delivery and reinforce relationships
6. Ensure that the distributors implement world class customer service by
   • • Identifying critical customer needs and match our Value Proposition to those needs.
     • Execution of agreed activities and service levels to maximize Customer and Company objectives and value
     • Manage customer relationships through the distributor and resolve issues if any
     • HSSE and Ethical compliance
     • Develop DB capability for customer acquisition & Management

1. Manage customer business reviews to communicate and prove value delivery and reinforce relationships.
2. Develop and implement a systematic approach through the embedding of relevant OMS elements and ensuring appropriate risk reviews are undertaken appropriately.
3. Ensure delivery of our promises by seeking continuous improvement and efficiency in all operations making sure the voice of the customer is represented in every decision we make.
4. Drive standardisation of our sales offers in line with our basic customer offer.
5. Ensure that all activities conducted through 3rd parties or intermediaries in territory comply fully with our Code of Conduct and local competition legalisation. Ensure compliance with country regulations, Group, Segment and regional policies and standards.
6. Act in a manner consistent with the Values & Behaviours by leading through our values, building enduring capability and maximizing value by strictly adhering to safe, Ethical & compliant behaviour for all activities in the market including company processes for "Distributor Claim Management

Key long term challenges faced in the role (in relation to section 4 & 10)

• Operational challenges in Value demonstration & documentation
• Moderate to High gestation from prospecting to customer conversion
• Intense competition leading to high entry barriers

Any Other Relevant Information: Particular reference to planning (nature and impact), scope of impact (Team, BU, Segment, COMPANY globally etc.)

The job holder will be responsible for each Account Plan and manage input and output for the following planning purposes;

• LBM Demand, Vulnerability and Opportunity Planning
• Delivery of specific Marketing plan objectives and ASP investment plan (where appropriate)
• Prospecting Plan with input to prospecting database (where relevant)

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Pl follows our company page: https://www.linkedin.com/company/pioneer-management-consultant-pvt-ltd

For Latest Updates on Job Opportunities, Interview Tips, Latest Trends in Hiring Process & many more

Interested candidates are requested to please share their resumes, please mention your total experience in this field, your current ctc [fixed, variable, take home], your expectation, and your notice period.

Pl note: Our client has stringent reference check policy, so pls do not provide any Mis-Leading information nor do suppress any information.

Apply

To apply for this job, send your resume on abhishek@pmcpl-india.com

Please follow our company page: https://www.linkedin.com/company/pioneer-management-consultant-pvt-ltd
For Latest Updates on Job Opportunities, Interview Tips, Latest Trends in Hiring Process& many more
Interested candidates are requested to please share their resumes, please mention your total experience in this field, your current ctc [fixed, variable, take home], your expectation, and your notice period.
Pl note: Our client have stringent reference check policy, so pls do not provide any mis-leading information nor do suppress any information.