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Job Description:
- Build long-term, trust-based relationships with reseller partners and key decision-makers.
- Conduct regular business reviews, performance evaluations, and joint business planning sessions with partners.
- Handle partner escalations, resolving conflicts, and developing win-win solutions.
- Develop partner engagement plans to deepen collaboration and loyalty.
- Identify and recruit high-potential reseller partners that align with the company’s strategy.
- Conduct onboarding processes, including training partners on product knowledge, sales tools, and sales processes.
- Develope performance KPIs, tracking partner sales metrics, and ensuring alignment with targets.
- Motivate and coach underperforming resellers, providing tailored action plans, training, and supports.
- Partner retention strategies, including performance-based incentives, joint marketing plans & campaigns.
- Manage partner performance warnings and termination protocols, when business expectations are not met.
- Demonstrated ability to deliver ongoing coaching, sales training, and product updates to reseller teams.
- Motivate reseller sales teams through regular engagement, target setting, sales 1st process, recognition programs, and performance-based incentives.
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Requirements
- Master degree in Business Administration, Sales, Marketing, Engineering or related field.
- Experience in working in multi-national companies would be advantageous.
- 10+ years of solid experience in B2B sales in commodity or related business, with a minimum of 5+ years focused on reseller management.
- Keen on B2B sales (Indirect and/or Direct) of Petrochemical, Industrial products or any commodity products.
- Willingness to travel in upcountry and ability to drive safely for long business trip.
- Experienced with proven track record in acquiring, onboarding, and developing new reseller partners, expanding the reseller network, driving channel growth, and exceeding sales targets.
- Ability to work effectively in cross-functional teams (Sales, Marketing, Product, Operations).
- Demonstrated success in managing the full reseller lifecycle (Recruitment & Onboarding, Motivating & Enabling, Performance monitoring, Retention, and termination when necessary).
- Strong commitment to HSSE and compliance policies.
- Demonstrate fast & responsive and solution oriented approach with timely to support decision-making.
- Data-driven decision-maker with experience in analyzing sales performance, market trends, and competitive landscape.
- Collaborative with internal stakeholders in cross functional teams to align on strategy & directions, resolve on operational issues and ensure on partner satisfaction.
- Proficiency in using CRM and partner management tools (e.g., Salesforce, Microsoft 365 tools).
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