- - - - - - - - - - - -
MISSION : To lead and manage the strategy of the WS (Wholesale) channel and its Associate Dealers (AD) network, ensuring sustainable business growth, efficient channel execution by working with sales team, and alignment with regional strategies by working with regional distribution team.
Aside from that, this role will also work closely with Tyreplus team to have a comprehensive approach about growing distribution network for the whole country when building annual CTC.
KEY RESPONSIBILITIES
Territory & Market Analysis:
Establish a Territory diagnostic and identify key trends in market, sales potential, and performance gaps.
Validate and implement the territory's selected partners and work with sales team to develop a key account planning with selected partners.
Strategy & Planning:
Work with Pricer, Tyreplus, BMLs and sales team to build annual CTC and monthly CTC to maximize the sales opportunity while ensuring business sustainability
Identify and work with sales team to recruit new channel partners in line with the Region orientations
Follows WS and AD NPS feedback, contributes to identify actions to improve it.
Plan and forecast the distribution investment budget for all channels.
Serve as the “voice of the channel” internally - championing partner needs and translating strategy into execution with sales.STANDARD DEVELOPMENT PLAN (SDP)
Program Management & Operation:
Be responsible for the ongoing development of partner programs and take corrective action where necessary.
Propose and manage the distribution investment budget to optimize return on spend.
Oversees the work on the AD Rebates/ Registration done by Sales admins.
Capability Building & Performance
Work with CES, Regional Distribution team and Sales team to plan and implement WS/ AD trainings to improve the product knowledge, partner business skills and network effectiveness.
Manage tasks related to AD rebates and performance reporting.
Regularly conduct and steer with WS selected partners through business reviews, updates, and make corrective action as appropriate
Develop, promote and valorize Why Michelin with selected partners and sales forces
CANDIDATE PROFILE
Have a growth mindset
Skills to work cross-functionally and influence the key stakeholders internally and externally.
5–10 years’ experience in channel management, distribution strategy, or commercial execution (preferably in automotive or FMCG)
Strong commercial acumen and hands-on experience with channel partners or dealer networks
Confident in analyzing sales data and market trends to make tactical decisions
Ability to drive execution and influence cross-functional teams
Mandarin speaking is a must
What We Do
Michelin, the leading tire company, is dedicated to sustainably improving the mobility of goods and people by manufacturing and marketing tires and services for every type of vehicle, including airplanes, automobiles, bicycles/motorcycles, earthmovers, farm equipment and trucks.
It also offers digital mobility support services and publishes travel guides, hotel and restaurant guides, maps and road atlases.
Headquartered in Clermont-Ferrand, France, Michelin is present in more than 170 countries, has 111,200 employees and operates 67 production plants in 17 different countries.
Michelin has a Technology Center in charge of research and development, with operations in Europe, North America and Asia.
In short, whether you look at our mission, our products or our people, Michelin is a company that truly helps you to move forward....
