Distributor Business Specialist

Job Family Group:

Sales Group

Job Description:

Distributor Business Specialist (DBS) are the single point of accountability for their associated distributors as it pertains to the volume and scorecard performance. DBSs get results and performance through the execution of key accountabilities described below. Kindly note that this role will be based in Palembang

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, DBS is accountable to create action plan to Region Manager to address the underperformance, identification of actions to close the gap and owns the execution of the action plan.

• Conduct monthly regular robust review of key prospects and accounts at risk with staff and report gain and lost account results internally

• Forecast monthly for distributors and direct accounts as part of 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 direct accounts and to flag opportunities and vulnerabilities as part of the S&OP process.

• Accountable to manage distributors inventory levels are in line with Castrol guidelines.

• Support Castrol Branded Workshop offers and ensured 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 Turfview 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.

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

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

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

• Ensure utilization of our digital tools available to support territory management including the use of Salesforce (Zoom), Power BI, Turfview and other system related to Sales.

• Manage business relationships with distributors, key workshop owners, and key customers, as well as collaborating with internal cross-functional teams.

What you will need to be successful

• Minimum of 5 years of experience in managing sales

• Proven track record in achieving sales target

• Customer and channel management experience.

• Proven cross functional project management experience and working within multi-layers of an organization.

• Proven experience in the execution of marketing programs.

• Experience in the management of programs and offers

• Bachelor’s degree or equivalent experience in relevant field of study

Skills & Competencies

• Products & Services Knowledge

• Customer Segmentation & Channel Management

• Account Strategy & Planning

• Customer Relationship Management

• Distributor Management

• Customer (Distributor) Profitability & Value Chain Understanding

• Measuring & Demonstrating Customer Value

• Leading Understanding of Contracts & Contract Management

• Deal Closure

At bp, we provide the following environment and benefits to you:

• A company culture where we respect our diverse and unified teams, where we are proud of our achievements and where fun and the attitude of giving back to our environment are highly valued

• Possibility to join our social communities and networks

• Learning opportunities and other development opportunities to craft your career path

• Life and health insurance, medical care package and many other benefits!

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, 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, perform crucial job functions, and receive other benefits and privileges of employment. Don’t hesitate to get in touch with us to request any accommodation!

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:

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

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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.