Territory Sales Manager - Indirect Channel

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Territory Sales Manager indirect channel based in Lima is the single point of accountability for their associated distributors as it pertains to the volume and scorecard performance.  Responsible to get results and performance through the execution of key accountabilities described below. 

What you will deliver

• Conduct monthly distributor performance reviews, which consist of a robust review of key prospects and accounts at risk and thorough review of Scorecard metrics and performance manage distributors to drive accountability for Castrol sales results.  When performance is not at target levels on scorecard metrics, is accountable to create action plan to address underperformance, identification of actions to close the gap and owns the execution of the action plan. 

• Conduct monthly regular robust review of sales & Operational Planning (S&OP) process.  
 
• Forecast monthly for distributors as part of region’s S&OP demand plan.  Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts. 

• Accountable to monitor in-month performance of distributors and to flag opportunities and vulnerabilities as part of the S&OP process.   

• Accountable to manage distributors’ national account delivery for fee performance and ensure product handling, quality and inventory levels are in line with bp’s guidelines. 

• Support Castrol Branded Workshop offers and ensure distributor understands offers and Castrol’s approach to direct and indirect sales efforts.   

• Act as single point of accountability to ensure distributor is aligned with all HSSE, Product Quality, Brand and Ethical standards.   

• Accountable to ensure accuracy is maintained and that accounts receivables with distributors is current and update to date. 

• Provide input into distributor and installer programs and new products and communicate to marketing competitive threats and trends. 

• Implement detailed plans and manage sales processes in the region with the focus on acquisition of new customers using the indirect sales model.  

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

Experience and Qualifications

- Seasoned professional with vast experience in the relevant field; 

- Bachelor’s degree in relevant field of study;

- Experience with data analysis, excel, Salesforce, Power BI,

- Customer and channel management experience.;

- Proven cross functional project management experience and working within multilayers of an organization;

- Proven experience in the execution of marketing programs;

- Experience in the management of programs and offers.

Skills & Competencies

• 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

You will work with

The Territory Sales Manager will report to the Sales Manager Peru- Colombia-Bolivia and will work in a team of 3 sales managers distributed at the countries mentioned above;

The key external partners will be the distributors and the internals will be the support areas, such as Marketing, Logistics; Customer Services, Legal, People & Culture.

Note

This position is an Individual Contributor

English language, intermediate

Company car is provided

Highly desirable experience in Automotive and/or Lubricants

Candidate - Lima, based

Why join us
At bp, we support our people to learn and grow in a diverse and high-reaching 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 to enable your work to fit with your life.

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.


BEWARE – RECRUITMENT FRAUD
It has come to our attention that there are a number of fraudulent emails from people pretending to work for bp. Please be advised that we do not require any forms of payment or course by applicants to be considered for open positions.

Travel Requirement

Up to 50% 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:

Commercial Acumen, Customer Profitability, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding, 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.