Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
We aim to be a very different kind of energy company by 2030 as we scale up investment in low-carbon, focus our oil and gas production and make headway on reducing emissions. Our new strategy kickstarts a decade of delivery towards our #bpNetZero ambition.
BP manufactures and markets lubricants through the Castrol brand, technology and relationships. Castrol is the pioneer of liquid engineering by developing the world's most advanced engine oils and fluids to keep the world moving. Our people are integral to our success. At Castrol, we promote a broad, diverse and high-performance culture in which every individual can grow and perform to the very best of their capabilities.
The Territory Sales Manager for Peru Central & South is responsible for the sales volume and scorecard performance of its assigned distributors. Accountable to drive results and performance, managing distributors’ account delivery for fee performance, ensuring that product handling, quality and inventory levels are in line with Castrol’s guidelines. The role performs detailed plans and handles sales processes in the region with focus on acquisition of new customers using the indirect sales model.
Key Accountabilities
- Build a deep knowledge of the market in which Castrol operates and explore the potential of the region in order to increase sales volume and attract new customers
- Conduct monthly distributor performance reviews, which consist of a robust review of key prospects and accounts at risk. Thorough review of Scorecard metrics and performance manage distributors to drive accountability for Castrol sales results
- Define distributors targets, performance metrics and business plans according to the organization’s objective. Making projections of volume, turnover, investments and gross margin to be generated by them
- Create action plans when performance is not at target levels, identifying actions to close the gap and lead the execution of the action plan, always reporting gain and lost account results internally
- Sales forecasting in a monthly basis as part of region’s demand plan. Analysing and protecting base volume, incremental volumes, new products and adjustments for gain-lost accounts
- Support Castrol Branded Workshop offers and ensure distributor understands offers and Castrol’s approach to direct and indirect sales efforts
- Accountable to ensure that accounts receivables with distributors is current and up to date
- Provide input to the distributors about market needs and new products, sharing marketing competitive threats and trends. Responsible for periodic price tracking of our products in the market
Essential Education, Experience & Skills
- Bachelors´ degree in industrial engineer, business administrator or any related field
- 5 to 10 years of experience in sales positions. Indirect sales in the lubricant industry is preferred
- Customer and channel management experience
- Strong experience implementing and performing marketing programs, customer proposals and value offers
- Proficient in English is a must
- Proven cross functional project management experience
- Strong Excel and data management skills to make sales and business decisions. Salesforce, Power BI is desirable
- Autonomous and proactive to seek and propose new businesses that bring value for Castrol
- Positive relationship management and interpersonal skills, with the ability to build and maintain relationships with diverse customers, teams and at various organizational and business levels
- High standard of analytical skills, including organization and prioritizing short term demands
- The role will be located in Lima, under a hybrid scheme
We provide phenomenal environment & benefits such as an open and inclusive culture, a great work-life balance, learning and development opportunities to craft your career path, life & health insurance, medical care package, meal vouchers, annual cash bonus, pension plan and many others benefits!
We support our people to learn and grow in a diverse and ambitious environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly.
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, sex, gender, gender expression, sexual orientation, age, marital status, neurodiversity/neurocognitive functioning, veteran status or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform crucial job functions, and receive other benefits and privileges of employment.
Travel Requirement
Up to 25% 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, Commercial Acumen, Customer Profitability, Customer Segmentation, Customer value proposition, Decision Making, Digital fluency, Internal alignment, Managing strategic partnerships, Marketing, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sales Optimization, Sales Results, Sales Territory Management, Sector, market, customer and competitor understanding, Stakeholder Management, Strategic Selling, Territory Account Management, Territory Management, Territory Sales 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.
