We are seeking a dynamic and strategic Area Manager to lead our industrial lubricants segment. This role is pivotal in driving sales performance, managing distributor networks, and executing strategic marketing initiatives to ensure long-term profitable growth.
Key Responsibilities
- Set and drive monthly, quarterly, and annual sales targets.
- Manage and support distributors to ensure achievement of sales budgets (Volume, Revenue, Net Contribution).
- Oversee the execution of sales pipelines by distributor sales teams to ensure customer satisfaction and business efficiency.
- Develop and implement long-term marketing strategies to support profitable growth in the industrial lubricant segment.
- Act as the main liaison with Business Development and Product Management teams regarding product innovations and industry trends.
- Conduct market surveys and identify key players, opportunities, and competitors within the area.
- Collaborate with the Marketing team to develop and distribute both internal and external marketing tools.
- Ensure proper account administration in the industrial segment, including contract handling, lubrication chart creation and maintenance, credit performance monitoring, and customer database updates
- Implement and manage the Distributor Management System (DMS), including new distributor recruitment, performance reviews, and potential terminations.
- Coordinate closely with internal departments (Supply Chain, Purchasing, Finance, Marketing) for effective business development and support.
- Prepare and submit comprehensive monthly reports to the Regional Manager.
- Monitor industry news, market development, and regulatory changes relevant to the assigned area.
- Analyze market data, identify trends, draw insights, and recommend strategic actions.
- Maintain a deep understanding of product and service offerings, and evaluate competitor approaches.
- Support the execution of new product/SKU development based on local market needs, in coordination with Business Development (local, regional, and global).
- Focus on driving specialty and high-margin products using tailored marketing tools to maximize profitability.
- Propose and implement pricing strategies for distributors and indirect customers.
- Identify and pursue attractive market opportunities in the industrial segment.
- Collaborate with cross-functional teams to define and develop new products/services that align with customer needs.
- Ensure adherence to financial and operational targets in line with company policies, business ethics, and HSE (Health, Safety, and Environment) standards.
- Manage all existing and potential customer accounts within the territory.
Qualifications and Requirements:
- Bachelor's degree in Mechanical or Chemical Engineering (preferred).
- Minimum 3 years of experience as an Area Manager in the industrial lubricants segment.
- Proven experience in managing distributor networks and implementing Distributor Management Systems (DMS).
- Strong background in customer development, sales programs, and key account management.
- Excellent communication and relationship-building skills with distributors and key stakeholders.
- Strong analytical thinking and problem-solving skills.
- Self-motivated and capable of working independently.
- Proficient in negotiation, presentation, and computer applications.
- Experience in leading strategic business development projects is an advantage.