National Sales Manager, Philippines

Motul Asia Pacific; Metro Manila; On-site; PHP 2,500,000 - 5,000,000; Full time

Benefits offered by this job

Company vehicle/transport allowance

HMO coverage

13th month pay

Performance bonus

Job summary

MOTUL Philippines Corporation is seeking a National Sales Manager to own national sales performance and go-to-market execution across MBRAND and IPBRAND portfolios. You will translate the country strategy into a national commercial plan, leading the field organization for rollout and execution.

You will oversee distributor networks, drive a consistent incentive program, and collaborate with Marketing, Finance, Supply Chain, and HR to ensure stock availability, budgeting, and ROI across

Qualifications

• Bachelor's degree in Business, Marketing, Engineering, or related field.
• Minimum 10+ years of sales experience with 4–5 years leading multi-region teams.
• Experience translating GTM visions into annual budgets/plans.
• Strong track record in national commercial strategy using the 4P framework.
• Experience coordinating with Marketing and Supply Chain functions.
• Proven distributor management and trade spend governance.
• Willingness to travel regularly across all Philippines regions.
• Valid driver’s license.

Responsibilities

• Contribute to rolling 3-year GTM Vision and annual budget.
• Translate Vision into Year+1 national sales plan and budget.
• Cascade plans to regional targets and distributor networks.
• Lead and coach RSMs and KAM; set regional targets.
• Align 4P-based strategy with marketing, finance, and supply chain.
• Govern national accounts and ensure consistent trade terms.
• Monitor forecast accuracy, stock levels, and promo ROI.

Skills

Leadership

Strategic planning

Sales management

Cross-functional collaboration

Forecasting & budgeting

Communication

Willingness to travel

Driver's license

Education

Bachelor's degree in Business, Marketing, Engineering

MBA (advantage)

Tools

Excel

Job description

MOTUL Philippines Corporation is a premium, globally recognized lubricant brand with strong motorsport heritage, including a 170+ year legacy as a pioneer in full-synthetic and Ester Technology engine oils, with motorsport pedigree in Le Mans, Super GT, Dakar, Formula 1, MotoGP, and WSBK, and OEM approvals and co-branded/genuine-oil partnerships.

ABOUT THE ROLE

The National Sales Manager (NSM) owns the sales performance and go-to-market execution of MOTUL Philippines Corporation nationwide, across both the MBRAND (4W & 2W) and IPBRAND (2W) portfolios. The NSM translates the country strategy — set with the Country Manager and Commercial Excellence Manager — into a national commercial plan, and leads the field organization that executes it: the Regional Sales Managers (RSM), who each manage a team of Area Sales Representatives (ASR) and the region's Distributor/DSR network, and the Key Account Manager (KAM), who owns national/networked accounts (e.g., Kawasaki Philippines, Motor Ace, Wheeltek, Ropali) at headquarters level.

The NSM is the validation gate between account-level and national commercial decisions: KAM-negotiated account plans and promotions are submitted to the NSM and Commercial Excellence Manager for validation before RSMs deploy them, through their ASRs, to every branch of the account nationwide. The NSM is equally accountable for the health, expansion, and productivity of the national Distributor and DSR network, and for a consistent, attractive DSR incentive/bonus scheme across all regions.

The NSM is a core architect of national commercial strategy, structuring the annual plan around the 4P's — Product (hero range priorities), Price, Promotion, Placement/distribution — and consolidating each region's and each Distributor's annual commercial and marketing plans into one coherent national plan and forecast. The rolling 3-year Go-To-Market (GTM) Vision (volume ambitions, market share, revenue, PBT, and resources) is built and validated by the Country Manager, refreshed annually with strong input from the NSM together with the Marketing Manager, Finance Manager, Supply Chain & Operations Manager, HR Manager, and Commercial Excellence Manager (e.g., building the 2027–2029 Vision in Q2 2026). The NSM then leads translation of that Vision's Year+1 into the detailed national sales budget/plan, using the current year's actuals as the base (e.g., the 2027 budget/plan in August 2026).

KEY RESPONSIBILITIES

3-Year Rolling GTM Vision & Annual Budget

• Provide strong sales/commercial input — volume ambitions, market share targets, revenue, PBT (Profit Before Tax) contribution, and sales resource needs, by brand (MBRAND/IPBRAND) and channel — into the rolling 3-year Go-To-Market (GTM) Vision (Year+1 to Year+3), which is built and validated by the Country Manager together with the Marketing Manager, Finance Manager, Supply Chain & Operations Manager, HR Manager, and Commercial Excellence Manager, refreshed annually (e.g., the 2027–2029 Vision built in Q2 2026).
• Use the current year's actual performance against the validated 3-year Vision to lead the preparation of the detailed Year+1 national sales budget/plan — e.g., building the 2027 budget/plan in August 2026 — translating the first year of the Vision into the national annual commercial plan.
• Present the NSM's Year+1 sales budget/plan as part of the Country Manager-led validation process, and update inputs each year based on actual results, market evolution, and competitive dynamics.
• Cascade the validated Year+1 plan into regional targets for RSMs, annual Distributor commercial/marketing plans, and KAM national account plans.
• Build the annual national sales and commercial plan, aligned with the Country Manager, structured around the 4P's: hero product priorities, pricing policy, national/regional promotion calendar, and placement/channel strategy.
• Consolidate each RSM's regional plan and each Distributor's annual commercial and marketing plan (DSR recruitment, volume commitments, stock, T&Cs) into the national plan, targets, and forecast.
• Set the national sales budget and volume/revenue targets by brand (MBRAND/IPBRAND), category, and region, and track performance against it throughout the year.

Marketing & Supply Chain Alignment

• Co-build the annual ATL/BTL activity calendar with the Marketing Manager — events, sell-in/sell-out promotions, product launches — ensuring it is embedded in the national commercial plan and cascaded to RSMs for regional/branch deployment.
• Maintain close, ongoing coordination with the Supply Chain & Operations Manager on demand planning and replenishment, ensuring the sales forecast and commercial activity plan feeding the BIAS and FCA process are accurate and respected, and that stock levels support planned activities.
• Communicate forecast changes early — new promotions, product launches, distributor volume commitments — to the Supply Chain & Operations Manager so replenishment can adjust in time; re-phase or re-scope commercial activities when supply constraints require it.
• Ensure RSMs only commit promotion/launch dates to distributors and key accounts once stock availability has been confirmed with Supply Chain.
• Lead, coach, and performance-manage the national RSM team and the KAM; set individual and regional targets aligned to the national plan.
• Define and continuously refine the national sales force structure and KPI framework cascaded to RSMs, ASRs, and the KAM (ASR → RSM → NSM).
• Drive recruitment, onboarding, and capability development of RSMs and the KAM; support RSMs on ASR recruitment and development.
• Run regular national and regional business reviews (pipeline, distributor performance, key account status, KPI dashboards) with RSMs and the KAM.

Key Account Governance

• Review and validate, jointly with the Commercial Excellence Manager, the KAM's account plans and promotions for national/networked accounts (e.g., Kawasaki Philippines, Motor Ace, Wheeltek, Ropali) before they are deployed to branches by RSMs and their ASRs.
• Ensure national account offers are consistent with brand positioning, national pricing policy, and trade spend budget, and that branch-level execution and results are tracked and reported back through the RSMs.
• Arbitrate priorities where national account programs compete with regional distributor/DSR initiatives for field capacity or budget.

National Distributor & DSR Network Strategy

• Define and evolve the national Distributor network strategy: footprint, appointment/termination decisions, coverage of IWS, independent garages, traditional garages, and spare parts shops.
• Own the design, national rollout, and ROI tracking of the DSR incentive/bonus scheme, ensuring consistent, motivating, and cost-effective application across all regions.
• Set national standards and targets for DSR productivity (prospection and farming), reviewed through the RSM network.
• Own the national sales forecast (volume and revenue) across engine oils, transmission/ATF/CVTF/DCTF fluids, coolants, brake fluids, additives, chain lubes, and grease, for MBRAND and IPBRAND.
• Report national sales performance, forecast accuracy, and key risks/opportunities to the Country Manager on a regular cadence.
• Approve regional and account-level trade spend/promotion budgets within the overall national budget; monitor promotion ROI.

Brand & Market Development

• Champion MBRAND's premium positioning (170+ years of heritage, pioneer in full-synthetic and Ester Technology engine oils, motorsport pedigree in Le Mans, Super GT, Dakar, Formula 1, MotoGP, and WSBK, OEM approvals and co-branded/genuine-oil partnerships) and IPBRAND's established two-wheeler reputation across the national sales organization and with strategic accounts.
• Monitor national competitive landscape, pricing, and channel evolution (e.g., new distribution models such as B-Quik-type fast-fit chains); feed insights into strategy with Marketing and the Country Manager.
• Coordinate with Marketing/Trade Marketing, Supply Chain, and Finance to align product launches, stock availability, and commercial terms with the national sales plan.
• Quality and timeliness of the NSM's input into the rolling 3-year GTM Vision, and of the Year+1 annual sales budget/plan built from it.
• National sales volume (litres) and revenue vs. budget, by brand (MBRAND / IPBRAND), category, and region.
• Forecast accuracy and national budget adherence, including trade spend/promotion ROI.
• Adherence of the sales forecast/commercial plan to the BIAS and FCA process, and stock availability/service level for planned promotions, launches, and events.
• RSM team performance: regional target attainment, and quality/completion of annual Distributor commercial & marketing plans nationwide.
• National Distributor & DSR network health: active distributor coverage, DSR headcount and productivity, and DSR incentive scheme ROI/retention impact.
• Key Account performance: validated-promotion execution rate at branch level nationally, and account volume/SOA growth for networked national accounts.
• Growth in independent large accounts and new channels won directly by the RSM/ASR network.

JOB REQUIREMENTS

• Bachelor's degree in Business, Marketing, Engineering, or a related field; MBA an advantage.
• Minimum 10+ years of sales experience, including at least 4–5 years managing a multi-region field sales organization or a team of second-line sales managers, ideally in lubricants, automotive parts/accessories, tyres, or related B2B/trade channels.
• Experience contributing to and executing multi-year (rolling 3-year) GTM visions — volume, market share, revenue, and PBT ambitions — and translating them into annual budgets/plans.
• Strong track record building and executing national commercial strategy using the 4P framework, and translating it into regional and distributor-level plans.
• Experience working in close, structured coordination with Marketing (ATL/BTL calendar, launches, promotions) and Supply Chain/Demand Planning (forecasting, replenishment, stock service levels) functions.
• Experience governing key/national accounts (validating HQ-level offers, managing trade spend) alongside a dedicated Key Account Manager function.
• Proven distributor management strategy experience: network design, DSR structure and incentive scheme design, volume commitment negotiation, and T&Cs.
• Strong P&L, budgeting, and forecasting skills; comfortable owning national volume/revenue targets and trade spend ROI.
• Excellent leadership and coaching skills, with experience developing sales managers (not just individual contributors).
• Proficient in Excel and reporting/KPI dashboard tools.
• Willingness to travel regularly across all regions of the Philippines.
• Valid driver's license.

WE OFFER

• Competitive fixed salary, commensurate with experience.
• KPI-based performance bonus/incentive scheme tied to national sales, distributor network, and key account performance.
• Company vehicle or transportation allowance, communication allowance, and standard statutory benefits (SSS, PhilHealth, Pag-IBIG, 13th month pay).
• HMO coverage.
• Senior leadership role representing a premium, globally recognized lubricant brand with strong motorsport heritage, reporting directly to the Country Manager, with a clear path toward Commercial Director/Country Manager.