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Indirect Channel Manager

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Date: 02-Feb-2019

Location: Billingham, Stockton-On-Tees, GB, CPI Stockt

Company: Lubrizol Corporation

Lubrizol, a Berkshire Hathaway company, is a market-driven global company that combines complex, specialty chemicals to optimise the quality, performance and value of customers’ products while reducing their environmental impact.   Lubrizol produces and supplies technologies to customers in the global transportation, industrial and consumer markets.  These technologies include lubricant additives for engine oils, driveline and other transportation-related fluids, industrial lubricants, and additives for gasoline and diesel fuel.  In addition, Lubrizol makes ingredients and additives for home care and personal care products and pharmaceuticals, and specialty materials, including plastics technology and performance coatings in the form of resins and additives.


Job Title: Indirect Channel Manager

Location: UK or Europe

Salary: Competitive + excellent benefits


The Role


As Indirect Channel Manager you will be responsible for maintaining relationships with our key distributors and driving growth and holding them accountable to reach their committed growth targets.


In this role you will maintain and expand relationships with CPI EMEA Distributor partners and will be responsible for achieving sales quota and assigned strategic account objectives.  You will also represent the full range of CPI products and services to assigned customers while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met.


This will all be achieved by you supporting and monitoring leads generation and business development within the distribution channel.  All whilst, providing the highest level of service to customers, setting the standard for customer intimacy while supporting the Regional Sales Manager and the Global Sales Director delivering a world class leading customer account management experience. 


If successful you will:


  • Establish productive, professional relationships with key Personnel and functions in assigned customer accounts at multiple levels.  (from senior management to shop floor).
  • Is responsible for the management of the whole distribution channel, including distributor selection, management, target setting and growth development
  • Coordinate the involvement of company personnel, including support, service, and management resources to meet and exceed account performance objectives and customers’ expectations.
  • Own the distributor account plan document and coordinates its execution with the distributors
  • Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
  • Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts
  • Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
  • Proactively assess, clarify, and validate customer needs on an ongoing basis.
  • Effectively manage account pricing to deliver agree account profitability levels.


    What success looks like:


  • Achieves assigned sales targets in designated accounts
  • Meets assigned expectations for profitability
  • Achieves strategic customer objectives defined by company management
  • Completes distributor account plans that meet company standards
  • Maintains high customer satisfaction ratings that meet company standards


    To be successful you will have:


  • Bachelor’s degree in a business or technical field
  • 7+ years of commercial experience with at least 5 years in a solution-sales, account management role, preferable prior experience of distributor/indirect sales management
  • Value sales experience within the specialty chemicals, refrigeration, or compressors (i.e. lubricants or additives) industry is preferred
  • Track record of achieving consistent sales growth.
  • Excellent negotiation and presentation skills.
  • Exceptional interpersonal abilities and a strong winning drive for growth and sales success
  • Willing and able to travel up to 30% EMEA

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