SEA Channel Management Account Manager, Lubrizol Fluid Engineering

Accountability

The Regional Account Manager will manage the execution of the overall sales strategy for the region. This role is responsible for the establishment, optimization, and effective management of the distributor network across Southeast Asia, driving profitable and sustainable business growth. By enhancing distributor collaboration and market coverage, the incumbent will ensure compliance, foster new business development, and strengthen Lubrizol’s brand presence among distributors and downstream customers. The role requires close coordination with cross-functional teams to address distributor needs, resolve operational challenges, and deliver robust business plan outputs.

Responsibilities

• Serve as the primary point of contact for distributor management, overseeing full lifecycle management for designated regions and product categories in Southeast Asia. This includes distributor recruitment, evaluation systems (scorecards, incentive plans), commercial excellence (monthly reporting, CRM adoption), and business ethics training to ensure compliance.
• Aligning distributor business objectives with Lubrizol’s strategic goals. Develop clear annual sales targets and growth plans, regular monitoring of performance (e.g., SIA targets, new customer acquisition/replacement, product promotion, payment collection and related functions to the role), and create improvement plans for underperforming distributors to ensure target achievement.
• Proactively identify and resolve potential conflicts in distributor cooperation (e.g., regional overlap, pricing inconsistencies). Develop and implement consolidation and coordination plans to balance distributor interests, maintain market order, and uphold brand standards. Integrate new distributors into the overall channel management system.
• Collaborate with supply chain and customer service teams to address distributor delivery requirements. Ensure effective demand management/planning, including forecasting, safety stock, timely ordering, and inventory allocation.
• Explore and develop growth opportunities within the distributor network, supporting distributors in expanding their downstream customer base and promoting high-value-added new products. Partners with technical teams to provide professional training, promotion guidance, and technical support to enhance distributor capabilities.
• Regularly submit management reports to the Southeast Asia Sales Lead and relevant internal stakeholders (Marketing, Finance), including performance analytics, issue resolution, resource requirements, and recommendations for continuous improvement.

Requirements – Education, Experience, Skills

Education:

Bachelor’s degree or higher, preferably in Business, Marketing, Chemical Engineering, Lubricating Oil Engineering, Mechanical Engineering, or related fields. Familiarity with the refrigeration lubricants and industrial lubricants industry is preferable.

Work Experience:

Minimum 5 years of experience in distributor/channel management within the B2B and B2C sector; experience in lubricating oil, refrigeration oil, or compressor/refrigeration equipment industries is a plus. Proven track record in consolidating distributor networks, driving sales growth, and resolving complex channel or supply chain challenges.

Core Competencies:

Results-oriented with strong strategic thinking and a growth mindset. Ability to develop and execute consolidation plans, sales targets, and produce actionable business plans efficiently. Wide market perspective and capability to build new relationships and generate industry-specific market leads.

Knowledge & Skills:

Excellent communication and negotiation skills, with the ability to establish long-term, trust-based relationships with distributors while balancing company interests. Proficiency in English (written and spoken) is required. Strong data analysis skills (Excel, powerpoint, sales reporting tools).

Other Requirements:

Willingness to travel frequently across Southeast Asia, Australia, and New Zealand, and thrive in a dynamic, fast-paced environment.

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