Position Overview
If you are a driven sales champion with the desire to help others thrive, passionate about expanding distribution through well-planned and executed marketing and sales strategies and enjoy spending time with professional automotive, fabrication, and industrial trades professionals ... please consider joining our team in this newly created position! In this Vietnam based role you will be reporting to WD-40 Company Malaysia Regional Office and partnering with a local team member and Vietnam distributor to help solve technical problems of at work users with WD-40® Multi-Use Product and our best-in-class product range that is formulated for getting the job done right.
What You’ll Be Doing
This role is responsible for providing direction and coaching to the marketing distributor (MD) in the identification and attainment of new business development opportunities, new product introduction, development of Channel Plans, key account management, periodic business review, development of MD sales teams, and evaluation and development of 12-month sales and marketing strategies/plans to achieve assigned goals in the Vietnam industrial, automotive and hardware channels. In this role your primary responsibility will be to drive revenue and EBITDA growth in collaboration with our marketing distributors (MDs) by strategically allocating resources to expand product/SKU/NPD distribution, in alignment with our Strategic Growth Drivers.
Marketing
- Oversee the development of distributor Annual Marketing Plans ensuring the plan is relevant to each market’s stage of development and within corporate policy and brand guidelines.
- Provides direction to and solicits inputs from MD and marketing team in the alignment of plans and resource allocation.
- In cooperation with Marketing Distributors and internal marketing team, increase end-user brand awareness through specific awareness programs (POP, POS, collateral, digital, etc.) and expand distribution.
- Oversee the implementation of agreed country-specific marketing plans by conducting regular market surveys/visits in partnership with the MD team to ensure execution of plan is on time and in full (OTIF).
Sales
- Partner with MD in the development of annual P&L.
- Develop and maintain close working relations with MD’s management, sales and support staff. Provide appropriate coaching, training and motivation to enhance the productivity and skills of the MD team.
- Partner with MD to identify and develop customer, channel and geographical growth plans and programs.
- Provide MD with key account management support.
- Apply a broad base of product knowledge (features and benefits) to create and deliver solution driven values selling presentations and propositions to the MDs. Effectively present product knowledge, programs, promotions, sales literature, technical information, company values etc. in a concise, coherent, consultative and convincing manner.
- Identify and coordinate new product introduction from the Company’s portfolio in markets where relevant opportunities exist.
- Review and prepare the MD annual contract for General Manager sign-off.
Planning & Reporting
- Closely manage MD forecast, taking into consideration inventory and supply chain architecture.
- Monitor local sales and stock holding trends using Marketing Distributors Monthly Reports and WD-40 Company’s internal data. Subsequently review, amend and maintain Monthly Order Forecasts, ensuring that forecasts optimizes resource allocation, EBITDA and revenue attainment.
- Provide on time and complete monthly and quarterly reporting.
You will also collaborate closely with internal brand/IP enforcement partners, facilitating data gathering and resolution of legal and intellectual property (IPR) matters. Furthermore, you will play a pivotal role in conducting initial due diligence, selecting, and evaluating new country Distributors in accordance with the Asia MD selection process, thereafter providing recommendations to leaders.
What You’ll Bring to the Role
- 5+ years of relevant technical consumer packaged goods sales experience, ideally with chemicals across a broad array of channels to include: automotive, industrial, hardware, farming, etc.
- 2 or more years’ experience managing international customers with MNC and/or Marketing Distributors.
- Experience market mapping, identifying and opening new accounts
- Successfully executed account management, business development, and sales within a wholesale automotive, hardware, industrial, and/or miscellaneous channels to achieve desired metrics, highly desirable.
- Demonstrated interpersonal and negotiating skills in a direct or indirect sales capacity.
- Ability to travel domestically up to 40% to 60% and to our Malaysia office 1 week quarterly
- Current and valid driver’s license and personal vehicle (mileage reimbursement provided)
- Fluency in both written and spoken in English and Vietnamn is a must
