Job Family Group:
Sales Group
Job Description:
Job Purpose
- Area sales specialist is responsible for delivering our short-term financial target and middle-long term growth aspirations in line with annual plan and CIP plan in the assigned territories through robust indirect partner network.
- Accountable for sales target volume, turn-over, gross margin, DSO/over-dues, distributor/service provider capability growth.
Key Accountabilities
- Keep strong HSSE bias and fully align with company Code of Conduct regulation.
- Deep understanding of assigned region’s industrial lubricant market including key sectors, key customers, and competitors. Define assigned region’s growth plan, actively seek to increase Castrol’s industrial lubricant’s market share through selective growth with regional key customers and key sectors.
- Implement RtM transition. Propose and get endorsement of indirect business partner network, responsible for RtM transition implementation. Focus on grow indirect partner’s capability and improve/optimize channel efficiency with the endorsement.
- Professional distributor management through joint-distributor-development plan, distributor’s sell-in & sell-out management, pipeline management, distributor capability growth, digitalization and distributor’s top key account management.
- Have in-depth understanding of distributor’s P&L, DSR capability growth. Conduct regular business review with distributors to ensure the joint-business plan implementations. Coaching DSR and joint-visit to key customers to grow distributor’s capability.
- Win region’s key account through indirect partners/service providers. Manage/own the relationship with region’s key account.
- Work closely with global key account team, national key account team, and sector sales specialist to leverage knowledges, experiences to deliver sector development plan to maximize Castrol’s value;
- Make the sales planning to achieve the target through pipeline management, LBM, V&O, joint-distributor-plan. Deliver regional financial performance targets including Volume, NTO, Cash, GM, Overdue and TCC’s.
- Submit bottom up forecast following the process and ensure continuous improvement of forecast accuracy
- Closely monitor competitor activity and feedback front-line competitor intelligence.
- Ensure that all activities conducted through 3rd parties or intermediaries in region comply fully with our own CoC and local competition legalization. Ensure compliance with country regulations, BP Group, Segment and regional policies and standards (e.g. Picasso).
- Liaise regularly with support team, e.g. Technical Service, sales operation, finance team, Technology etc. to deliver distributer offer and drive business growth.
- Carry out all required documentation punctually and to the required standard.
Job Holder Requirements
Education
- Minimum: Bachelor’s degree. Engineering is preferred.
Experience
- More than 3 years B2B sales management experience and distributor management.
- Experience of dealing with multiple stakeholders both within and outside the organization is essential for success in this role
- Experience managing large /complex customers in industrial sectors
- Track record of delivery of sales targets and performance
- Experience/track record/confidence representing the company externally and dealing professionally with large customers
Skills & Competencies
- Distributor value proposition, territory management, Products & Services Knowledge, Customer Segmentation & Channel Management, Customer Relationship Management, Sector, Market & Competitor Understanding, Distributor Profitability & Value Chain Understanding, Value Proposition, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Term & Value Negotiations, Consulting & Selling Skills, Deal Closure
Travel Requirement:
Some travel may be required with this role, this is negotiable
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 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.
