Regional Manager B2B North

The role is accountable for leading and delivery of shared business objectives in the given portfolio, including Volume and GM performance targets, as well as other activation targets like in-store penetration, share of wallet and training etc.

What you will deliver !

• Workshop development & management:

• Cooperate with Key Account sales team to define a local area business plan including target workshops, coverage, sales target, activities etc.

• Implement the agreed sales channel activation plan to achieve and exceed sales volume, turnover, A/R targets from effective workshop and regional super dealer management.

• Provide effective mentorship on activation to KAMs based on local insight and close relationship

• Prepare specific workshop value selling offer and sell to the target customer.

• Understand, establish relationship with, and influence customer in order to gain commitment for the activities proposed.

• Implement activities aligned to customer needs and company strategy to maintain the good relationship with existing customers.

• Actively defends and grows existing customer share of wallet through needs based and effective use of our offer.

• Holds regular meetings to agree and track critical metrics with customers.

• Lead designated service provider for workshop activation if needed.

• Lead activation service providers and drive compliance and efficiency in handling 3rd party who supports our business and reduce complex deal structure.

• Understand customer needs and competitor’s approach and provide feedback to company. Represent “voice of customer” in the company in order to improve our approach.

• To be the local advocator of Castrol brand and BP V&B, ensure all the business activities conform to BP’s code of conduct, country legislative requirements as well as BP strict Health, safety and environment policies

• Heavy Duty

• Improve profitable growth of Castrol brands with a focus on premium products and HD strategic segments including both direct and indirect sales model.

• Direct responsibility and management of direct accounts as defined (Allison distributors and all National & Key Accounts).

• Support HD National Accounts in local geography on ad hoc basis when local site support is needed.

• Adopt and use the Castrol Mindsets where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to accept change and challenge the status quo

What you will need to be successful (experience and qualifications) !

Education

• Bachelor’s degree, with major of sales & marketing related is preferred.

Experience

• More than 8-10 years sales & marketing experience.

• More than 5-8 years senior Key Account Sales Channels management experience which should be related to automotive OEM industry; The experience in car dealer is a strong plus.

• Demonstrated track record of driving growth in a very competitive market environment;

• Working experience in Lubes industry is preferred

Skills & Competencies

• Proficiency in working level English. Fair knowledge in Finance, Supply Chain, marketing.

• Strong territory management.

• Maturity with significant business and social insight – understand the business context as well as the industry trend particularly for the assigned Key Account;

• Excellent Selling skills especially the value selling skills, fair knowledge on auto technology, aftermarket service of course lubes as well;

• In depth understanding of the Key Account business and aftermarket;

• Strong influencing and communication skills – able to communicate views effectively throughout the organization and external partners

• Good relationship builder particularly with the key personals across not only Key accounts, but also the industry related

• Team oriented and collaborative leadership skills

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, 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, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.