Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Job Purpose

Distributor is a business partner and an extension of the company business. The role of the Castrol Sales Manager (SM) exists to manage local distributors and key customers within the sales territory or geographical area. The role is accountable for delivery of HD and ILS sales strategy, derived from the distributor and key customer’s plan. The primary responsibility is to achieve financial performance targets including Sales Volume, Turnover, Gross Margin and Overdue. Additionally, the role is also responsible to work closely with distributor to identify new prospect customers, coaching distributors team and supervising their financial status in order to ensure long term sustainability of value for the company

Key AccountabilitiesManages distributors and key customers within the assigned territory and implement country-specific HD and ILS business strategy within the territory by translating it into clear business plans.Deliver financial performance targets for territory including Volume, Turnover, GM and Overdue.Influence, coach and empower sales teams from distributor partners focused on the standardized execution of customer offers and programs.Input and influence people resources allocations of the distributors to ensure strategic priorities are fulfilled within the territory.Develop, agree (both internally and externally) and implement the annual business plan with the Distributor / Channel partner, providing permanent support in all areas of its contents, and in particular regarding:Sales performance including forecasting and reporting – with timely interventions; sales capability (skills and knowledge).Customer offer deployment, coverage and satisfaction; financial Return on Investment and cash flow performance.Brand representation and compliance; HSSE and Ethical compliance.Minimum 70% of time to be spent for market visit, with the purpose of analyzing local market, customer and competitor data to identify potential business opportunities and threats. This analysis is used to advise future sales and demand planning strategies. Collect results from the implementation of offers by distributor teams within territory, analyze against the respective plan, and conduct (min) quarterly reviews to address any issues that may arise.Leads key customers sales, prospecting, performance management and marketing / channel initiatives through a distributor sales force to drive mutual value. Manages and reviews prospect pipeline to ensure accurate and timely information is entered into the system in order to supervise progress of lead and calculate potential sales activity.Identifies the relevant market and competitor trends, which are used to influence short-term and long-term sales forecasting and planning.Ensure delivery of our promises by seeking continuous improvement and efficiency in all operations making sure the voice of the customer is represented in every decision we make.Drive standardization of our sales offers in line with our basic customer offer.Ensure that all activities conducted through 3rd parties or intermediaries in country comply fully with our own CoC and local competition legalization. Ensure compliance with country regulations, BP Group, Segment and regional policies and standards (e.g. Picasso).Experience & capabilities

Experience

Experience in Distributor, Customer and channel management.Track record of delivery of sales targets and performanceSelf-motivated, great teammate and able to work independently and have good eye for businessGood communication, presentation, selling and influencing skillsGood organizational skills, Excel skills and good in data analysis.Willing to travel across assigned territorySkills & CompetenciesRole model the BP “Who We Are” culture..Key Account Management and establishing relationships with large customers.Ability to develop and implement strategic and tactical business plans and to be hands on and drive the business with direct responsibility.Flexibility of thought and action to be able to respond to changing market environments and multifaceted business situations.Ability to work across functions and gain support for the businesses.Strong Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Deal Closure.What we offer:

It’s crucial to us that the differences we see in the world around us are reflected in our workplace. Who you are is what counts, not where you’re from or how you live your life. At bp, we support our people to learn and grow in a diverse and challenging environment. We believe that our team is strengthened by diversity. We are committed to encouraging an inclusive environment in which everyone is respected and treated fairly. There are many aspects of our employees’ lives that are meaningful, so we offer benefits to enable your work to fit with your life. These benefits include:

Generous salary package including an annual bonus program and individual performance-based incentives.Additional EPF contributions totaling 15%.Excellent work-life balance & flexible working arrangements!Collaborative environment that celebrates achievements, diversity, and cultureOngoing career development and progression opportunities in a global organization16 weeks paid parental leave (4 weeks partner leave)

Travel Requirement

Up to 75% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Account strategy and business planning, Agility core practices, Business Analysis, Commercial Acumen, Consultative selling skills, Customer Profitability, Customer Segmentation, Customer value proposition, Digital fluency, Global Perspective, Internal alignment, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, market, customer and competitor understanding, Stakeholder Management

Legal Disclaimer:

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.