TotalEnergies - Distributor Business Manager - Industrial Sales

Position: Distributor Business Manager - Industrial Sales

Experience: 5-8 Years

Job Summary:

We are seeking a results-oriented Distributor Business Manager with 5-8 years of experience in B2B Industrial Sales. The ideal candidate will be a strategic leader responsible for developing and growing business through channel partners within a defined geographical territory. You will be held accountable for delivering volume and gross margin targets by executing strategic plans, managing relationships, and ensuring high-quality service delivery. This role requires a proactive and autonomous professional who can effectively work remotely and drive continuous improvement.

Key Responsibilities:

Strategic Planning & Execution:

- Develop and implement a detailed annual territory plan for each account, ensuring alignment with the overall business strategy and relevant OEM partners.

- Execute the prospecting strategy for the territory, including data gathering, competitor analysis, and managing tender/offer processes to ensure long-term growth.

Financial Performance & Account Management:

- Deliver on financial performance targets for all accounts within the territory, including volume and gross margin.

- Proactively manage and optimize all revenues and costs associated with account activity to maximize profitability.

- Manage and challenge distributors to ensure the implementation of annual plans and delivery of excellent customer service.

Relationship & Customer Experience Management:

- Manage customer relationships through distributors, identifying critical customer needs and matching them with our value proposition.

- Conduct regular business reviews with distributors to prove value delivery and reinforce relationships.

- Drive continuous improvement and efficiency in operations to enhance the overall customer experience and ensure our promises are consistently met.

Remote Operations & Communication:

- Work remotely and autonomously within the sales territory, using Customer Relationship Management (CRM) tools like Salsa to manage all aspects of the account relationship.

- Communicate and manage relationships with internal functions to ensure support requests are acted upon and implemented effectively.

Required Skills & Qualifications:

Core Experience:

- 5-8 years of experience in B2B Industrial Sales.

Professional Skills:

- Proven ability to develop and execute strategic business and territory plans.

- Strong prospecting, relationship management, and negotiation skills.

- Excellent communication, financial management, and analytical abilities.

- Experience working remotely and autonomously in a sales-driven role.

Preferred Skills

- Experience with Customer Relationship Management (CRM) tools.

- Familiarity with distributor management and channel sales.

- Knowledge of standardizing sales offers.