John Clements

Job Summary

• Understand company’s growth strategy for Automotive business and play an integral role in translating the value proposition for the Philippine market
• Directly reports to Sales Director for Emerging Markets
• Oversee the sales budget, develop go-to-market strategies, comprehensively evaluate the potential and current distributors and new channel opportunities
• Ensure the achievement of the 5-Year target, in line with the planned profit margin

Job Description

Channel Management

• Evaluate the current distributors in the Philippine market, identify opportunities for improvement in the distribution strategy, in line with the 5-Year Growth plans
• Liaise with the Distributors to establish the annual budget to be in line with the mid-term plans
• Propose and liaise with the Distributor to implement the annual operating plan in the Market:
  • Product launch, update and communication
  • Training plan with the technical service team
  • Promotion and advertisement
  • Set up the incentive program for/with the distributor
  • Measure the impact of the promotion & advertisement action
  • Support the Distributor sales team
• Manage Evaluation, Selection/ Termination, On/Off Boarding of Distributors in the smoothest and proactive manner
• Identify key partnership/channels (e.g – with OEMs, Regional Distributors) that could be further leveraged upon, in the short and long term to support the regional growth vision

Execution and Operations

• Financial and Analytics: Analysis of market data and distributor’s sell through to study trend and to set growth target for the distribution in each region to increase the market share
• Formulate and improve the business plans and objectives to the distributors with respect to the markets
• Distributor Operations and Planning: Monitor distributors’ operations, their channel network and provide consultative advices on improving sell through, growth and target achievements
• Aggressive monitoring of monthly purchase, sales and inventory (PSI) status of distributors to ensure overall bi-yearly targets are being achieved
• Prepare and negotiate pricings of products with distributors and negotiate trade terms
• Sales & Operations (S&OP): Serve as the key champion of S&OP process for the organization

Marketing and Promotion

·         Work with the marketing to roll out and translate of Group Brand, Communications and Digital vision for the export market; localising for customers as required, while ensuring consistency with the Corporate guidelines

Growth & Financials / cost

• Responsible for achievement of 5-year Sales strategy
• Manage budget effectively, prioritizing initiatives based on the business strategy and demands
• Improve customer satisfaction / net promotion score through end of end improvement of the distributor journey

Qualifications

• Must have at least 5-8 years’ experience managing sales/business development across the local market
• Degree Holder in business administration or other related disciplines
• Strong business analytics
• Experience in managing relationships, both internally and externally (3rd party vendors)
• Strong interpersonal skills, with ability to gain trust of key stakeholders and gain respect as subject matter expert
• Ability to work independently and get the job done – entrepreneurial in nature
• Highly determined and resilient in the face of challenges
• Ability to work well with a team across multiple departments
• Experience in the automotive industry, after market & lubricant