Role Purpose
The Area Sales Representative (ASR) is a field sales role covering an assigned area for our client, combining two responsibilities: (1) spending approximately 40–50% of time in the field with Distributor Sales Representatives (DSRs), lightly coaching and monitoring them to ensure they are actively prospecting small accounts (IWS, independent garages, traditional garages, spare parts shops) and growing client's footprint; and (2) spending the remaining time personally farming and hunting new direct accounts — big retailers, key accounts, fleets, tyre chains, fast-fit chains, and OEM/car dealerships.
Key Responsibilities
DSR field support & light coaching (≈40–50% of time)
- Field accompaniment: Join DSRs on field visits regularly to observe, coach, and reinforce basic prospecting and selling technique.
- Prospecting focus: Ensure DSRs are actively prospecting new small accounts (IWS, independent/traditional garages, spare parts shops) to expand footprint, not only servicing existing ones.
- Light KPI tracking: Monitor a light set of DSR indicators — new outlet count, visit/call frequency, and basic sell-out — and flag gaps to the RSM.
- Feedback loop: Relay DSR performance trends, coverage gaps, and market observations to the Regional Sales Manager.
- Basic merchandising checks: Spot-check product visibility and POSM presence at outlets visited with DSRs.
Direct account hunting & farming (remaining time)
- New account acquisition: Identify, approach, and open new direct accounts — big retailers, large independent garages, tyre chains, fast-fit chains, car dealerships, and fleets — within the assigned area.
- Account farming: Maintain and grow existing direct accounts through regular visits, order-taking, and relationship management.
- Commercial follow-through: Negotiate pricing and trade terms within company guidelines and ensure agreements are properly documented.
- Account servicing: Ensure product availability, merchandising, and basic after-sales support at direct accounts.
Reporting
- Activity reporting: Maintain accurate records of DSR field visits, direct account visits, new accounts opened, and orders via CRM/reporting tools.
- Area updates: Provide the RSM with regular updates on DSR footprint progress and direct account pipeline/results
Required:
- Field sales experience (automotive parts, lubricants, tires, FMCG, or related B2B trade channels preferred)
- Proficient in English (writing & speaking) + local dialect in his/her territory
- Comfortable coaching or mentoring other field reps in an informal capacity (not full people management)
- Track record or clear aptitude for opening new accounts (hunting) as well as managing existing ones (farming)
- Basic negotiation skills (pricing, trade terms, gross margin calculation)
- Comfortable with target-driven, KPI-based performance tracking
- Basic digital literacy (smartphone apps for reporting/CRM tools) – Usage of SFA : Sales Force Automation.
- Own vehicle and valid driver's license; willingness to travel extensively within the assigned area
Preferred:
- Existing network among independent garages, big retailers, tyre chains, or OEM dealerships in the area
- Technical familiarity with PCMO/MCO lubricants and maintenance intervals
- Prior experience working alongside or supervising distributor sales teams
What We Offer
- Competitive base salary + performance-based incentive scheme
- Opportunity to represent our Client, a premium global lubricant brand with 170+ years of heritage
- A varied role combining field coaching exposure with direct key-account development
- Training on client's product range, technology, and OEM/motorsport-backed positioning
- Potential growth path toward account management or regional sales roles
Pay: From Php30,000.00 per month
Benefits:
- Company Christmas gift
- Health insurance
- Life insurance
Work Location: In person