Short description 
 
Responsible for identifying and implementing strategic projects aimed at structuring the commercial excellence of the group. Particularly responsible for settings new frameworks to increase the saturation of our existing distribution network, to accelerate the diversification of our product portfolio & offer, to address new/future channels, and to gain expertise in distribution overall. 
 
Manages all project steps from scoping & planning with the Sponsor, executing with the Project Team, monitoring & reporting with the Copil, and deploying within Business Units, thanks to a set of strong planning, organising, coordinating and priority-setting skills. 
 
Also responsible for identifying & sharing best practices across the Business Units to ensure greater success factors. 
 

Key responsibilities 
 

STRATEGIC 

• Set the standards for a commercial excellence 
• Proposes new segments and/or channels to be addressed 
• Identify & implement sales optimization value-added projects group-wide 

OPERATIONAL 

• Maps the market structure and identifies new/future distribution channels and partners,
• Supports building the foundations for entering into agreements with potential cooperation partners
• Undertakes the segmentation of our customer-base according to specific criteria’s,
• Sets up measurement tools to analyze/evaluate the performance of our current distribution,
• Defines specific processes & tools to gain efficiency in the dealing with Global/Transversal Accounts,
• Identifies opportunities for campaigns, services, products, leading to revenue and profitability increase,
• Builds frameworks of new trade activities, dealers incentives programs, sell-out campaigns,
• Proposes adjustments to be made to the CRM to support a closer-to-market approach,
• Accompanies the Business Units in the building of B2B development programs,
• Develops the company’s selling/value propositions and USP’s/differentiators,
• Sets-up knowledge database of market know-how, competition, agreements, etc.
• Implements and follows Customer Satisfaction Survey and NPS score.

Education / Qualification: Bachelor or Masters’ Degree preferably in Sales, Marketing or Management  
 
Experience needed: +3 years’ experience in the automotive or the oil/lubricants industry  
Experience in international project management 
Proven negotiation skills  
 
Language:

(1) English: Proficiency mandatory  
(2) Local Language (to be specified)  
(3) French: Proficiency 
 
IT Knowledge:                    

(1) Microsoft Office: Proficiency 
(2) SAP and/or QlikSense: Knowledge 
(3) Communication Technologies (Teams, etc.): Proficiency