Area Sales Manager HD

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Job Description:

The Area Sales Manager (ASM) will sell, grow and support all Castrol Heavy Duty (HD) business in assigned geography through our distributor network and Heavy Duty National Accounts, OEM and Travel America direct accounts. HD ASMs drive results and performance through the execution of key accountabilities described below. Role focus is 50% sales / new business development, 50% HDNA, OEM & TA field activation.

The selected candidate will be responsible for the assigned region which includes, Michigan, Indiana, Ohio, and Western Pennsylvania.

Key Accountabilities:

• 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)

• Ensure Wholesale Distributor/ Distributor Sale Rep sales force in assigned area is trained and has the tools to drive BP/Castrol business of 25,000 gallons or less on their paper in Castrol’s HD focused segments.

• Demonstrate, teach and train DSRs on how to prospect and close new business using Castrol programs, ensuring access to digital product catalog, sell sheets, pricing, and other selling tools.

• Prospecting, pipeline development in Salesforce and accountability for closing opportunities within territory of 25,000+ gallons (annualized) on a direct basis.

• Accountable to maintain a robust pipeline of prospects in HD strategic segments.

• Participate with DBM in the development of Distributor scorecard targets.

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

• Ensure OEM, HDNA, TA and key account sites are converted to Castrol, have access to timely DFF supply and are being serviced per IFOT (In Full On Time) KPI’s

• Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.

• Effective daily use of Salesforce Customer Relationship Management tools to lead all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.

• Use of digital tools available to support territory management.

• Adopt and use the Castrol approach which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo.

• Communicate and manage relationship with functions to ensure functional support requests are acted on and implemented.

• Implement advanced value selling techniques to improve value for both our customers and Castrol, negotiate with customers within agreed DOAs ensuring not to make any promise that cannot be delivered.

• Actively build new relationships in order to gain access to business opportunities.

Job requirements and essential criteria

• High School Diploma or equivalent experience.

• Knowledge of the lube industry, preferred.

• Up to 80% travel is required for this position (50-60% overnight).

• Working remotely and autonomously in sales territories, with line manager support.

• Budgeting, forecasting, and financial management skills experience relative to the profitable execution of sales plan.

Skills & Competencies

• Solid ability to identify sources of value and overcome objections.

• Develop world class partnerships and relationships with large customers.

• Fully proficient working with digital sales platforms such as Customer Management Systems and Microsoft office.

• Salesforce, Power BI, Tableau, Castrol Insights and TurfView.

• Customer Relationship Management

• Products and Program Knowledge,

• Customer Segmentation & Channel Management

• Account Strategy & Planning

• Distributor Management

• Territory Management

• Customer Profitability & Value Chain Understanding

Why join us?

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 fostering an inclusive environment in which everyone is respected and treated fairly. We offer benefits to enable your work to fit with your life, including flexible working options and paid parental leave policy, among others.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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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.