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Business Development Manager - Lubricants

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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


  • 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