Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
The Area Sales Manager (ASM) will sell, grow and support all Castrol Passenger Car Oil (PCO) business in the assigned geography (CT, MA, ME, NH, RI, VT) through our distributor network and via direct accounts. PCO ASMs drive results and performance through the execution of key accountabilities described below. Role focuses on new business, account management, and OEM, Walmart ACC and Key Account field activation as required.
Key Accountabilities:
- Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments including both the direct and indirect sales model.
- This role is expected to be in the market visiting customers and prospects four days per week.
- Ensure Distributor Sales Representatives in the assigned area are supported, trained and have the tools needed to drive Castrol business on their paper in Castrol’s PCO focused segments.
- Prospecting, pipeline development in Salesforce and accountability for closing opportunities within territory.
- Accountable to maintain a robust pipeline for both direct and indirect prospects.
- Leverage PowerBI to manage territory effectively, by proactively overseeing and managing new, growing, declining, and lost accounts.
- Demonstrate, teach and train Distributor Sales Representatives on how to prospect and close business using Castrol programs, ensuring access to all selling tools.
- Support the onboarding of OEM, Walmart ACC and Key Accounts as required.
- Utilize Salesforce CRM daily to manage account relationships, pipeline, and build connections within both the customer and our organization, leveraging digital tools like PowerBI, Castrol Insights, and Turfview.
- Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
Education
- High School Diploma or equivalent. Bachelor’s degree preferred.
Experience/Requirments
- 80% travel is required for this position (50-60% overnight).
- Working remotely and autonomously in sales territories.
- Implement advanced Value Selling techniques to improve value for both our customers and Castrol, negotiate with customers within agreed DOA ensuring not to make any promise that cannot be delivered.
- Solid ability to identify sources of value and overcome objections.
- Develop world class partnerships and relationships with large customers.
- Prospect customers require the Area Sales Manager to actively build new relationships to gain access to business opportunities.
- Budgeting, forecasting, and financial management skills experience relative to the profitable execution of the sales plan.
- Fully proficient working with digital sales platforms such as Salesforce and Microsoft Office (Word, Powerpoint, Excel, Outlook, Teams).
Skills & Competencies
- 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 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.
There are many aspects of our employees’ lives that are meaningful, so we offer benefits ( https://exploreyourbenefits.com/landing.html) to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and excellent retirement benefits, 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.
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 fully remote
Skills:
Account strategy and business planning, Business Acumen, Channel marketing activation, Commercial Acumen, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Training, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Territory Management
Legal Disclaimer:
We are an equal opportunity employer. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, 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.
