(north) Business Development Manager - process fluids, metalworking oilsVietnam Lubricants And Chemical Joint Stock Corporation

MAJOR ACTIVITIES

• Develop the sales plan for new product series in Process Fluids Group

• Develop the customer pipelines and plan the Must Win Project for annual sales plan

• Hunt key account B2B under strategic segments

• Hunt projects under strategic segments

• Develop detailed actions plan by quarterly and monthly to deliver volume (top line) and ensure the product mix (Good-Better-Best) to hit the GM compliance

• Assess the channel capabilities and develop actions plan to bridge the gaps if any

• Track actual implementation or results vs. plan (initiatives and spending). Take actions to bridge the gaps, if any

• Run analysis and reports on Sales Performance by monthly, quarterly to Management Team

• Ensure all Sales or company processes (and policies) are implemented by Sales Team. Remove internal barriers to ensure the compliance and prompt feed-back or actions

• Develop highly integrated place of pre-sales, field-trial tests, first-fill change-over, regular performance field checks and troubleshooting processes and execution with the technical and product development department as the primary driver for value addition

• Coordinate with other departments (Customer Service, Quality, Finance etc) to quickly settle all external feedback and complaints

• Seek opportunities to improve internal sales processes, improve efficiency of all sales activities or projects (spending, resources etc). Lead projects and process changes to improve the Sales efficiency

• Improve forecast accuracy

• Roll out the improved operating model (such as channel model, sales B2B process, SPANCOP etc), processes or initiatives to Sales Team

• Improve Sales morale and retention rate by working with Sales Head and Human Resources to fix ad-hoc issues and build long term solutions for Sales Process Fluid

• Analysis the gaps of org and sales capability and develop the capability improvement plan with comprehensive internal and external training plan

• Ensure trainings (from internal and external parties) plan is delivered and the efficiency | capability improvement can be proved from the training

• Build coaching culture and engagement culture across department and as a leader of the company



MAJOR CHALLENGES

• Working in the niches market hence experience and relationship of industry is required

• Expected high growth of the business, value selling with improved ASP and GM

• Networking with end-user customer B2B in Process Fluid Industry

• Resistance to change, externally and internally