Key Account Manager - Lubricant Sales

Right Hire Mumbai; Ranchi, Ahmedabad District; Sur place; INR 1 200 000 - 1 800 000; Plein temps

Résumé du poste

Right Hire Mumbai seeks a Key Accounts Manager - Lubricants Sales to drive top-line growth across Ranchi and Ahmedabad. You will build a strong distributor network, implement market strategies, and guide channel partners to achieve targets.

The role demands leadership, market insight, and robust stakeholder management in a dynamic oil segment. You will oversee training for channel partners, monitor performance, and coordinate demand-generation activities while actively analyzing market trends

Qualifications

• Proven leadership and people management abilities.
• Strong communication and interpersonal skills.
• Skilled negotiator with channel partner experience.
• Focus on achieving defined targets and KPIs.
• Efficient use of available resources and assets.
• Analytical approach to market and performance data.

Responsabilités

• Network/ Market development and distributor onboarding in assigned geography.
• Deliver product trainings to channel partners and sales teams.
• Monitor distributor performance and support pricing, schemes, and promotions.
• Coordinate demand generation activities and programs with distributors.
• Conduct market analysis, track competition, and share insights with HO.
• Handle miscellaneous duties and act as single point of contact for lube issues.

Connaissances

Leadership

Communication

Negotiation

Goal oriented

Resource optimisation

Analytical thinking

Description du poste

We've been retained by a leading multi-billion dollar company into oil. And currently, we're scouting for Key Accounts Manager - Lubricants Sales to be based out at Ranchi & Ahmedabad.

Short Text

• Achieve top line segment wise for Relstar Sales in assigned Geography Building the distribution network and ensuring a good ROI for the distributors.
• Make our channel partners stronger by creating demand for Relstar in the market and providing inputs for formulating business strategy.
• Manage, Guide and ensure results from distributors /promoters.
• Implement modern trade like E commerce in Field

Job Accountabilities (duties and responsibilities).

1. Network/ Market development

• Plan for appointment of distributors as per state business plan
• Scout for Direct customers/transporters/Industrial customers and initiate supplies with the policy framework of RBML
• Meet the topline in the assigned geography
• Implement HO initiatives in the assigned geography
• Track Penetration of Relstar in un represented areas and dealer retention. Identify reasons for low retention and assist state team in improving the dealer retention.
• Handle lube related customer complaints.

2. Training

• Conducting product-training programs for the channel partners and their sales team on lubricant product knowledge, process knowledge, market and competitive environment knowledge and selling skills.
• Ensure all new DSRs are trained after joining and also train them at least once a year.

3. Channel performance monitoring

• Monitor performance of distributors (distributor performance assessment report) and assist them with market understanding, pricing, schemes, and technical support and motivate them through appropriate schemes & incentives to increase volumes.
• Review periodically the return on Investment of the distributors and suggest ways to improve the same.
• Monitoring of 3rd party product promoters, in order to ensure they deliver desired results.

4. Demand generation Activities

• Coordinate with the state sales team to conduct Various Demand generation activities, wall shutter paintings, and outdoor activities to improve awareness of Relstar.
• Implement Mechanic Loyalty program through Distributors
• Monitor track that the DG and WSP activities are being conducted as per design.
• Evaluate, selectively, the results of the DG activities at the locations where these are conducted.
• Taking feedback and Learning on DG activities from Distributors and communicate it to HO for improvement

5. Market Analysis

• Analyse and review the competitors activities / market response / trend and communicate the same to head office for coming up with new business strategies to increase the market effectiveness.
• Keep track of competitor pricing, schemes and competitiveness of our prices benchmarked to the brands aligned with our positioning.
• Continuously keep updated on the market developments
  • OEM Changes in the lube specs/requirements
  • New products/pack development by competition and which customer segment is targeted.
  • Marketing efforts and focus areas by competition on a continuous basis
  • Changes in the market on product mix and product up gradation
  • New emerging value added services being offered in the market (Total Fluid Management, Waste oil buy back, quick lube changes, pricing etc)
• Other promotional strategies being adopted in the market by the lube companies.

6. Miscellaneous:

• Be a single point contact for all lube related issues in the assigned geography
• Contribute to special projects, market study and competitors intelligence report
• Conduct warehouse audits as per norms.
• Coordinate for liquidation of Non Moving and old aged stocks.

Skills Required (Knowledge and Skills)

• Leadership and communication skills
• Negotiation skills
• Focusing on Goals
• Optimisation of available resources
• Analytical thinking and problem solving ability
• Working in different environment / culture
• Self-motivated, Excellent interpersonal and Team building skills