Manager, Distributor Development Emea

PETRONAS Lubricants International (PLI) è un produttore globale di lubrificanti, nonché ramo commerciale di PETRONAS, società petrolifera nazionale della Malesia.

Fondata nel 2008, PETRONAS Lubricants International produce e commercializza un'ampia gamma di prodotti di lubrificanti industriali e per il settore automobilistico di alta qualità in oltre 100 mercati.

Con sede a Kuala Lampur, PLI vanta oltre 30 uffici marketing in 28 Paesi, con uffici regionali a Kuala Lampur, Pechino, Torino, Belo Horizonte, Chicago e Durban.

PETRONAS Lubricants International è la risorsa técnica alla base della partnership técnica di PETRONAS con il team di Formula Uno MERCEDES AMG PETRONAS ed è responsabile del design, dello sviluppo e della consegna delle Fluid Technology Solutions, con combustibili, lubrificanti personalizzati e fluidi di trasmissione per le Frecce d'argento

Attualmente nella top 10, PLI sta seguendo un programma di crescita aziendale piuttosto aggressivo per solidificare la sua posizione di azienda di lubrificanti leader, all'avanguardia nel settore.

**Posizione**:
The ambition of the Commercial Excellence (CX) Division is to ensure that the PLI Group is recognized as a market driven, customer focused company that delivers profitable growth through innovative solutions.

The Distributor (DT) Development Manager will be responsible for supporting local clusters in performing the screening and due diligence of existing and new potential distributors, assess their current structure, help prepare transition between distributors. He/She will also be the focal point to support sales negotiating with distributors and to resolve issues related to the distributors agreements.

Additionally he will be responsible to assess deviation of performance vs targets, both commercial and financial.

Participation in special projects will be required.

**Key Responsibilities**:

- Helps setting standards to:

- perform DT screening
- Identify competences gaps
- DT due diligence (evaluation and recruitment)
- Support negotiation
- Coordinates DT transitions
- DT war plans:

- Assists local DT managers in building up initial business plan and operation toolkits
- Validates Goals & Targets for selected DTs
- Performs DT sales force sizing and deployment for specific region
- Advises on actions to correct deviations of performance vs target
- Defines risk mitigation plans

**Requisiti**:
**Qualifications and Education**:
**MINIMUM REQUIREMENTS**
- College Degree in areas related to the position followed by experience in the commercial domain;
- Proficient in English and another EU language

**DESIRABLE REQUIREMENTS**
- MBA qualification

**Experience and Specific Knowledge**

**MINIMUM REQUIREMENTS**
- Minimum: 3-5 years of sales management
- Minimum: Proven experience in DT management and indirect channel strategy building
- Minimum: Ability to negotiate with potential DT partners on detailed cooperating terms
- Minimum: Fast learning capability and positive attitude
- Minimum: Must be strongly self-motivated
- Strong presentation skills
- Ability to run multiple activities in parallel in timely manner
- Deep understanding of distribution business

**DESIRABLE REQUIREMENTS**
- Desirable: 8+ years of proven DT management experience in Lubricants/FMCG industry
- Desirable: Familiar with Lubricants product offerings

**Altre informazioni**:
**Skills and Attitude**:

- Conflict Management
- Communication
- Coaching and Development
- Results Delivery
- Self-development
- Ethics and Conduct
- Focus on Execution
- Focus on Clients
- Impact and Influence
- Discipline
- Inspire confidence and show integrity
- Leadership / Leadership Attitude
- Negotiation / Persuasion
- Strategic thinking
- Critical Analysis / Analytic discipline
- Interpersonal relationship
- Teamwork