ASEAN Distribution Manager

Parker Hannifin; Singapore; On-site; SGD 90,000 - 130,000; Full time

Job summary

Parker Electromechanical in Singapore is seeking a Distribution Manager to lead the regional ASEAN distribution strategy and develop an operating system playbook for distribution management. The role collaborates with Sales, Marketing and Pricing to ensure effective market penetration across country networks.

You will own the ASEAN distribution network, drive distributor selection and negotiations, train distributors, and execute channel marketing initiatives while shaping long-term planning for

Qualifications

• Bachelor preferably in Business, Mechanical Engineering or related field.
• No less than 8 years of sales and marketing experience, with at least 5 years distribution management.
• Proven track record of growing sales at industrial distribution.
• Experience building relationships with key distributors and executives.
• Solid knowledge of distribution trends, product applications and catalog marketing.
• Strong business process understanding and analytical mindset.

Responsibilities

• Grow distribution revenue across ASEAN and roll out distribution Play Book.
• Own, maintain, analyse, provide/present ASEAN Distribution Scorecard and drive Action Plan.
• Build up distribution pipeline from segmentation and white spacing.
• Establish Parker ASEAN distribution network concept, distributor selection and negotiation.
• Work with sales, distribution, marketing and pricing to grow sales consistently.
• Develop Parker ASEAN distribution plan and motivate qualified distributors.
• Provide training management for continuous distributor training.
• Plan and drive channel marketing programs to promote distributor sales.
• Develop and maintain Parker communication methods with channel partners.
• Execute Parker brand strategy in coordination with ASEAN branding.
• Plan long and short-term ASEAN distribution planning.
• Conduct in-depth market research on target markets and changing needs.
• Identify new market opportunities and strategies for Parker in ASEAN.
• Execute Digital Plan with web updates, Eloqua, email campaigns and E-business.
• Accelerate Distribution Self-Service from MyParker.com.
• Deliver the Best Direct/Distributor Relationship survey.

Skills

Communication skills

Negotiation

Analytical skills

Strategic thinking

Relationship building

Channel knowledge

Market research

Presentation skills

Education

Bachelor in Business / Mechanical Eng

Job description

Position Summary

Supports the development of a robust and aggressive regional distribution strategy for ASEAN. Develops the operating system, policies, strategies and procedures for distribution management “Playbook”. Implements the distribution strategies to support the Sales Teams and all channel partners (distributors, Parkerstores, dealers, etc). Works closely with the Sales team to ensure effective market penetration in each country and territory.

Responsibilities

Essential Functions of Distribution Management :

• Accountable for distribution revenue growth across ASEAN and rolling out distribution "Play Book"


• Own, maintain, analyse, provide/present ASEAN Distribution Scorecard and drive Action Plan


• Build up distribution pipeline from segmentation and white spacing


• Establish the distribution network concept of Parker ASEAN, to build up / enhance distribution network in ASEAN systematically, including distributor selection, evaluation, negotiating with distributors for contract.


• Work effectively with sales and distribution team, marketing, and pricing manager to grow sales on a consistent basis.


• Establish the Parker ASEAN distribution development plan (White Spacing / Stockist&Dealer/ Elite / PFED & PFTC for ELITE), and explore, exploit, develop and motivate qualified distributors through effective communication and market activities.


• Provide the training management and coordination capability for continuous training of distributors.


• Plan and drive channel marketing programs to promote sales developments at distributors.


• Develop and maintain Parker communication methods and intensity with channel partners.


• Execute Parker brand strategy in coordination with Branding strategy at ASEAN level. Provide the brand protection capability if needed.


• Provide the long term and short term planning capability for ASEAN distribution in accordance with market development and overall business situation.


• Responsible for conducting in-depth market research to comprehend target markets and changing customer/market needs and wants.


• Responsible for identifying new and related market opportunities, developing and determining strategies and actions to build Parker’s businesses in ASEAN.


• Execute Digital Plan with web up-date, Eloqua, email campaign and E-business


• Accelerate Distribution Self-Service from MyParker.com.


• Deliver Best Direct/Distributor Relationship survey.

Qualifications

• Bachelor preferably in Business, Mechanical Engineering or related field.


• No less than 8 years of experience in sales and marketing, with at least 5 years distribution management experience.


• Demonstrate a successful track record of growing sales at Industrial distribution.


• Experienced in successful relationship building with key distributors and customer contacts ranging from executive level personnel to product managers.


• Solid knowledge of distribution trends, product applications and catalog marketing.


• Demonstrated business knowledge and strong concept of business process controls.


• Hands-on person with strategic-thinking skills.


• Excellent communication, interpersonal and negotiation skills.


• Strong analytical, technical skills and problem solving skills.


• Detail-oriented and business driven