About the role
This role will closely support the LFE China Sales Lead in implementing the overall China sales strategy. It will focus primarily on the establishment, optimization, and efficient management of the distributor network. By enhancing the quality of distributor cooperation and market coverage capabilities, this position will drive profitable and sustainable sales growth of LFE in the Chinese market. Additionally, it will coordinate internal cross-functional resources to address core pain points in distributor collaboration (e.g., technical support, supply chain coordination) and maintain Lubrizol brand recognition within the distributor system and among downstream end customers.
RESPONSIBILITIES
1. Serve as the core contact for distributor management, overseeing the full-lifecycle management of distributors for designated regions/categories of LFE in China, including distributor recruitment and evaluation system (scorecard, incentive plan etc), distributor commercial excellence (monthly report, CRM adoption etc), and business ethics training and compliance.
2. Align distributors’ business with Lubrizol’s strategic goals. Develop clear annual sales targets and growth plans for cooperative distributors, regularly track performance achievement progress (e.g., achieving SIA targets, new customer development, proportion of new product promotion, payment collection), and formulate improvement plans for underperforming distributors to drive implementation.
3. Proactively identify potential conflicts in distributor cooperation (e.g., overlapping regional competition, chaotic pricing systems), quickly develop coordination plans to balance distributors’ interests, and maintain market order and brand image. Integrate new distributors into whole channel management system
4. Coordinate with the company’s supply chain and customer service departments to address distributors’ delivery needs, meanwhile ensuring demand management process with distributors, including distributor forecast, safety stock, timely ordering, inventory allocation etc.
5. Explore growth opportunities within the distributor system, such as assisting distributors in expanding downstream end customers (e.g. compressor aftermarket) and promoting high-value-added new products. Collaborate with the internal technical team to provide professional support for distributors (e.g. product technical training, promotion guidance, technical support for end customers), helping distributors enhance their ability to serve end customers.
6. Regularly submit distributor management reports to the China Sales Lead and relevant internal departments (Marketing, Finance), including performance data, problem analysis, resource requirements, and improvement suggestions, to ensure information transparency and collaboration efficiency.
REQUIREMENTS – EDUCATION, EXPERIENCE, SKILLS
1. Education
Bachelor’s degree or above; majors in Chemical Engineering, Lubricating Oil Engineering, Mechanical Engineering, or related fields are preferred. Candidates with basic knowledge of the refrigeration oil or industrial lubricating oil industry are highly desirable.
2. Work Experience
At least 5 years of distributor management experience in the B2B manufacturing industry; experience in the lubricating oil, refrigeration oil, or compressor/refrigeration equipment industry is preferred.
Experience in independently establishing or optimizing regional distributor networks, with a track record of successfully driving distributors to achieve sales growth targets or resolving complex distributor conflicts/supply chain collaboration issues.
3. Core Competencies
Strong result orientation, capable of accurately decomposing sales targets and driving distributors to implement them; strategic thinking when responding to market competition (e.g., domestic alternative competitors).
Excellent cross-functional collaboration skills, able to efficiently coordinate with technical, supply chain, and marketing teams to address complex needs of distributors and end customers.
Business acumen, familiar with the profit model and pain points of distributors, and able to enhance distributors’ willingness to cooperate and loyalty through policy design (e.g., incentives, training support).
4. Knowledge & Skills
Excellent communication and negotiation skills, able to build long-term trusting relationships with distributors while balancing the company’s interests and cooperation stability during agreement negotiations and conflict resolution.
Proficiency in both English and Mandarin (written and spoken), able to adapt to the work environment of a foreign enterprise; basic data analysis skills (e.g., Excel, sales reporting tools).
Willingness to travel frequently within the region (covering cities where cooperative distributors are located) and adapt to fast-paced work pressure.
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