Distributor Business Manager

Accountabilities:

• • Deliver revenue, volume, reach, profitability, and other agreed commercial targets across the assigned territory.
  • Execute the company’s sales strategy through distributors and direct retail accounts, with a strong focus on sustainable business growth.
  • Manage distributor performance and relationships, ensuring accountability for sales results, service quality, and execution standards.
  • Conduct monthly distributor performance reviews, including analysis of scorecards, prospects, at-risk accounts, and performance gaps.
  • Develop and execute corrective action plans in collaboration with regional leadership when distributor performance falls below target.
  • Drive customer advocacy among key retailers, workshops, and other channel partners.
  • Ensure consistent execution of sales and service routines, including field sales and supply processes.
  • Develop and strengthen a capable field team, including DSR, FMR, and SO resources, through coaching, capability building, and performance management.
  • Execute detailed territory plans focused on acquiring new customers through indirect sales channels.
  • Manage distributor claims and related processes in accordance with established company standards and controls.
  • Build sustainable customer and partner relationships through effective account planning, relationship management, and commercial engagement.
  • Make effective daily use of CRM and digital tools such as Salesforce, Power BI, Tableau, Castrol Insights, and TurfView to manage territory performance and customer relationships.
  • Ensure compliance with applicable codes of conduct, ethical standards, health and safety requirements, and company processes.
  • Identify opportunities to improve channel effectiveness, customer value, profitability, and overall market performance.

  Requirements

  • 5–8 years of experience in channel sales, with significant hands-on experience managing distributors.
  • Proven experience in third-party management, distributor management, and traditional market or “Bazar Trade” environments.
  • Strong knowledge of products and services, customer segmentation, channel management, account strategy, and business planning.
  • Demonstrated understanding of customer profitability, value chains, customer value propositions, and partner relationship management.
  • Strong distributor and dealer management capabilities, with the ability to build accountability and deliver commercial results.
  • Experience leading and developing field teams, with strong people-management and coaching skills.
  • Strong commercial acumen, business development skills, negotiation capabilities, and customer and competitor understanding.
  • Ability to use CRM, analytics, and digital sales tools to support territory management and make data-informed decisions.
  • Highly organized and disciplined, with an ability to manage performance through standardization, clear processes, and continuous improvement.
  • Strong interpersonal and communication skills, with the ability to build positive relationships based on trust and constructive dialogue.
  • Collaborative leadership style, with a focus on supporting colleagues and improving team effectiveness.
  • Minimum bachelor’s degree required.
  • Bachelor’s degree in Mechanical, Automobile, Chemical, Production, or Electrical Engineering/Technology is desirable.
  • Valid four-wheeler driving license and ability to drive for work are required.
  • Willingness to travel extensively, including approximately 15–20 days outside the base location and up to 75% travel overall.
  • Comfortable working in a hybrid office/remote environment and collaborating with geographically distributed teams.

  Benefits

  • Hybrid office/remote working model.
  • Competitive benefits package.
  • Life and health insurance.
  • Medical care package.
  • Strong learning and development opportunities.
  • Opportunities to build a long-term career path in a global organization.
  • Diverse, inclusive, and collaborative working environment.
  • Exposure to international teams, customers, distributors, and commercial practices.
  • Opportunity to develop leadership, channel management, and commercial capabilities.
  • In-country relocation assistance where applicable.
  • Extensive field exposure and opportunities to work with diverse customer and partner networks.