Responsible for coordinating the activities of a small sales direct/B2B team to achieve or exceed assigned sales and profitability goals through the delivery of the sales direct/B2B strategy and financial performance targets (e.g. sales volume, gross margin and over dues) within an assigned territory, and supports the development and implementation of short and long-term strategies and customer retention programmes. The scope of the role will influence the grade – this can include financial accountability, geographical scope, leadership responsibilities and overall level of responsibility.
Develop and manage the BTR SD FWS and partner OEM FWS. The role is accountable for delivery of shared business objectives in the given portfolio, including Volume and GM performance targets, as well as other activation targets like in-store penetration, share of wallet and training etc.. An information source of the latest “voice of customer”, the competitor activities and the change of local market.
Ø Workshop development:
Work with OEM & SD HQ sales team and planning team to define a local area FWS business plan including target workshops, coverage, sales target, activities etc.
Understand OEM and SD HQ sales contract terms, policy and agreed offer
Prepare specific workshop value selling offer and sell to the target FWS.
Understand, build relationship with, and influence customer in order to gain commitment for the activities proposed.
Implement activities aligned to customer needs and company strategy to maintain the good relationship with existing customers.
Actively defends and grows existing customer share of wallet through needs based and effective use of our offer.
Holds regular meetings to agree and track KPIs with customers.
Coordinate with OEM and Super Dealer KAM/SAM on workshop activation planning for responsible area
Ø Manage designated service provider for workshop activation if needed.
Ø Customer and market insights: understand customer needs and competitor’s approach, and provide feedback to company. Represent “voice of customer” in the company in order to improve our approach.
Minimum Bachelor Degree
Overall 3-5 years working experience. More than 2 years sales & marketing experience, automotive aftermarket experience is plus;
Demonstrated track record of driving growth in a very competitive market environment;
Working experience in Lubes industry is preferred
Good at building up relationship with customers
Strong implementation capability and customer management capabilities
Coordination skill to ensure the team work of various partners in delivery of effective trade-up programs.
Able to translate customer needs into customer propositions, and to sell into the customer and business in a persuasive way
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.