Job Summary
Job purpose:
Lead the development and optimization of distribution channels (FMC, Retailer, Sub Dealer, Fleet, etc.) to ensure sell-in and sell-out growth, expand market coverage, and improve channel operational efficiency in the tire industry.
Responsibilities
1. Channel Strategy & Planning
-Develop and execute channel strategies across key segments: FMC Dealer |Retailer |Sub Dealer |B2B2C: End-user |B2B2B: Fleets
- Analyze market trends, competitor landscape, and customer behavior to define strategic direction
- Design and implement coverage expansion plans by region and channel.
2. Channel Development & Expansion
- Identify, evaluate, and onboard new potential partners.
- Develop standardized channel models: Family Channel (FMC) | Multi brands tire shop (RTL) | B2B partner (Fleets) |Retail chain (Sub DLR) |Whole-seller (WSL)
- Establish partner selection criteria, segmentation, and management framework
- Expand the FMC network to increase coverage in strategic areas, fill vacant areas, and reach key dealers in region.
3. Channel Performance Management
- Monitor and manage channel performance: Sales performance (Sell-in), Service & operation standard| Develop Sell-out performance management
- Development and implementation: Brand identity management ensure comply with Brand guildline | Channel support policies | Collaborate closely with Sales teams to drive performance
4. Budget Management & Cost Efficiency
- Plan, allocate, and manage channel development budgets.
- Ensure effective and efficient use of budget aligned with business priorities and growth targets
- Monitor spending, track ROI, and optimize resource allocation across channel projects.
- Identify cost-saving opportunities while maintaining or improving program effectiveness
5. Channel Activation & Sell-out Support
- Work with Promotion, Brand, and Product teams to execute:
o In-store campaigns (POSM, promotions, activations)
o Sales promotion program to support sales
- Enhance customer experience at point-of-sale (visual merchandising, product display, sales advisory)
6. Cross-functional Collaboration
Act as a key interface with: Sales (Sell-in) | Marketing (branding & activation)| Product (portfolio & positioning) |Procurement (Execute projects) |Finance (Budget management). Develop internal processes to ensure efficient work execution and completion.
7. Team Leadership:
- Lead and develop the Channel Development team
- Set KPIs, coach team members, and drive performance management
- Build team capabilities in channel strategy, retail execution, and market insights
Requirements
- Education: University graduated from majors: Automobile Technology, Business administration, Marketing.
- Experience:
• At least 5 years of experience in: Channel Development / Sales (Retail) / Trade Marketing
• Preferred industries: Tire, automotive aftermarket, or FMCG with strong distribution networks
• Experience working with: Dealer networks, Fleets, or retail chains.
Skills
Strong strategic thinking with execution capability
• Solid business and data analysis.
• Partner development and negotiation skills
• Understanding tire market dynamics is a strong advantage
• Leadership and stakeholder management
• Working independently, proactively and well teamwork
• Communication and interaction
• Proficient MS office.
Language: Influent English in speaking and writing.