Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The Sales Manager is required to service and manage direct customers in B2B segment. Analyses local market, customer and competitor data to identify business opportunities and threats. Applies intelligence of market and customer to shape local sales and marketing initiatives.

• To service and manage B2C distributor in Singapore.

• The Distributor is a business partner and an extension to the company business and the Sales Manager will be responsible for the successful implementation of a business plan for Distributor.

• This will include coaching the distributor sales team, ensuring the Distributor advocates the company products and services correctly, managing the Distributor profitability and providing Distributors with all the required support to deliver value to customers.

Key Accountabilities

• Engages with B2C distributor, distributor sales team and B2B customers to identify market opportunities for value development with minimum 60% of the time will be spent in the field visiting customers and mentoring distributor sales team.

• Analyses local market, customer and competitor data to identify business opportunities and threats. Uses analyzed data to advise future sales and demand planning.

• Handles potentially difficult situations with customers to deliver a satisfactory resolution

• Handles sales, prospecting, performance management ( eg trade loan ) and marketing / channel initiatives through a distributor sales force to drive mutual value.

• Identifies prospects and evaluates their potential by applying the defined qualifiers. Manages and reviews prospect pipeline, supervise progress of lead and calculate potential sales value.

• Identifies the relevant market and competitor trends and uses them to influence short-term and long-term sales forecasting and planning.

• Strong ability in sharing knowledge and communicates company direction, business strategy, sales target and local activities to distributor, including mentor distributor sales team on sales strategies, plans, role and responsibilities.

• Provide both positive and developmental feedback on a consistent basis to distributor sales team with clarity, support, insight, motivation and reassurance.

• Develop a strong professional working relationship with Distributors, functions and teams with sometimes differing focus to develop long-lasting relationships

• Modifies sales strategies in response to company changes/ information provided by group leaders to demonstrate new business opportunities and threats to BP Group

• Responsible for the clear communication, and raising the awareness of HSSE and Ethics standards, to all distributors and their staff, customers, intermediaries and contractors within their arena.

Qualifications

Education

• Bachelor’s degree or diploma in relevant field.

Experience

• Minimum 3 – 5 years of experience in FMCG or automotive or related industry.

• Strong knowledge in managing distributors, direct customers and key account management.

• Demonstrated success in achieving sales target, developing customer relationship and executing local market activities.

• Experience in negotiating contracts, managing credit and implementing sales activities

• Experience in representing company externally and dealing professionally with distributor and key accounts.

Skills & Competencies

• Ability to lead and develop distributor, key accounts and direct customers.

• Strong communication skills to build and sustain long-term customer relationships.

• Ability to be hands on and drive the business with direct responsibility.

• Skilled in price negotiations, contract terms and resolving conflict.

• Ability to identify new opportunities, upsell and cross selling products.

• Planning and delivering effective local market coverage.

• Flexibility of thought and action to be able to respond to changing market environments and multi-layered business situations.

• Understanding of margins, credit control and profitability.

• Develop sales plans and demand forecast.

• Ability to analyze sales reports, market trends and customer data.

• Work closely with related partners – Channel, Marketing, Customer Operation, Supply Chain.

• Train, support and empower distributor sales team.

Travel Requirement

No travel is expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Account strategy and business planning, Business Acumen, Channel marketing activation, Commercial Acumen, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Training, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Territory Management

Legal Disclaimer:

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, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.