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Distribution Manager


Job ID:



Kepong, KUL, Malaysia




RM9,000.00 per month

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Employment Type:




Job Description:

‚Äč1) Goal of position (Why was this position created?)

·Planning, developing, controlling, guiding and marketing of the range of products with Distributors with the objective of fully taking advantage of the market and profit potential and of strengthening the market position
·Responsibility for achieving the budgeted sales and profit in Malaysia.
·Organising and conducting product and technical seminars.

2) Formal prerequisites for the position (e.g. training, experience, education etc.)

·Qualified engineer (university, university of applied sciences) with a degree in mechanical engineering or equivalent training.
·Minimum 8 years experience in distribution or channel management in MNC dealing in industrial parts or components.
special product knowledge and consulting knowledge (Schaeffler Industrial and competitors), extensive applications experience, damage analysis, product liability
Industry-specific and customer know-how, sales experience and knowledge of field sales, knowledge of operational procedures and affected persons
Conduct of negotiations, presentation techniques, team/staff leadership
SAP knowledge, knowledge of the system landscape, PC-knowledge, good command of English (oral and written), knowledge of additional foreign languages are a plus
·Managing complex matters, conflict management, interpersonal skills, self-assurance, negotiating skills, good social deportment, ability to work in team, high level of commitment, sensitivity in dealing with other cultures, result-orientated approach, ability to assert oneself, good rhetorical skills, leadership ability, extroverted
·Experience in working in a matrix organization.

3) Tasks (Description of main tasks)

Coordination of local distribution network
·Develop implement distribution sales objectives and strategies align with SEA strategic roadmap.
·Develop solid relationships with key distributors and end users.
·Competency at leveraging Value Selling concept for share shift and sales growth.
·Actively identify and communicate opportunities that support Schaeffler Industrial business.
·Responsible for taking steps to convert distributor’s major RFQ to sales
·Drive transparencies, understanding and analysis of customer base of the distributors in collaboration with Schaeffler’s MRO team.
·Responsible for reporting market and competitors’ information to management
·Responsible for developing local MRO sales teams to impact key end-users’ productivity and effectiveness together with the local MRO Manager.
·Responsible for effective communication across entire organization including but not limited to Marketing, Channel Development, Engineering, Customer Service, Industry Specialists and Key Accounts group
Harmonized pricing strategy for distribution network
·Collection of competitor pricing information and report to the regional Pricing Department for analysis.
·Proposal of pricing policy and structure in Malaysia with alignment to Regional Pricing Strategy.
Strategic Channel Development & Control
·Strategic new channels selection and proposal
·Product Trainings /Marketing activities / Exhibition
·Structure network according to geography & sectors & functions
·Partners' Performance Review on quarterly basis in terms of order-book fulfillment to meet sales target.
·Distribution conflict management
·Co-operatively set annual sales target with distributors by product and industrial sectors to ensure company sales target are met
·Development and implement programs to drive distribution sales including e-business.
Working Capital responsibility
·Ensure product availability thru forecasting and core program planning
·Ensure DSO targets are met
Business Development
·Support and coordinate all Strategic Roadmap activities within countries of responsibility
·Projects to enhance and increase market transparency (e.g. SIS tool), implementation of market research projects
·Gathering of market intellignece incl. competitor analysis and benchmarking studies
·Support the alignment of all Corporate Functions to Strategic Roadmap
·Special Projects e.g. Project Mgmt for new manufacturing sites, launch of new products in cooperation with Product Mgmt. etc.
Other duties as required by the Management

Send application to thilaarularasu[AT]