Indirect Distributor Business Manager
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Job Description
Distributor Business Manager accountable for distributor performance in Indiana, Michigan and Ohio, leveraging Salesforce CRM and supporting sales strategy for customer acquisition.
Responsibilities:
- The Distributor Business Manager (DBM) is the single point of accountability for their associated distributors as it pertains to volume and scorecard performance
- Covers the geography of IN, MI, OH, portions of WV and western PA
- Actively supports the Area Sales Managers with heavy duty and passenger car accounts and growing distribution within their existing customer base
- Responsible for onboarding of new prospects and contributing to bi-monthly pipeline reviews
- Supports acquiring new customers using both indirect and direct sales model
- Conducts quarterly distributor performance reviews with key WDs, focusing on key prospects, at-risk accounts, and Scorecard metrics
- Creates and implements an action plan to address underperformance when performance is below target
- Monthly forecasting for distributors and direct accounts as part of the region's S&OP demand plan, including base volume, incremental volumes, new products, and adjustments for gain-lost accounts
- Ensures distributor partners have access to and are leveraging Castrol selling tools
- Responsible for key management activities with all Allison Dealers/Distributors and Motorcycle Distributors within assigned geography
- Acts as single point of accountability to ensure distributor is aligned with all HSSE, Product Quality, Brand and Ethical standards
- Partners with internal teams to ensure Turfview accuracy and resolve any late pay issues
- Provides input into distributor / installer programs, new products and communicates to marketing competitive threats and trends
- Co-ownership and accountability in conjunction with the Distributor Strategy Manager in all aspects associated with the distributor strategy for the assigned geography
- Uses Salesforce CRM daily to manage account relationships, pipeline, and build sustainable connections within both the customer and our organization
Requirements:
- Bachelor’s degree in relevant field of study preferred
- Sales, sales management and/or marketing experience selling products through a distributor network preferred
- Proven cross functional project management experience and working within multilayers of an organization
- Proven experience in the management and execution of marketing programs and offers
- Working knowledge of the Automotive and Heavy Duty business preferred
Benefits:
- flexible working options
- a generous paid parental leave policy
- excellent retirement benefits
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