Indirect Area Sales Manager - HD & PCO

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The Area Sales Manager (ASM) will sell, grow and support all Castrol Heavy Duty & Passenger Car Oil business in assigned geography through our distributor network and direct accounts. ASMs drive results and performance through the execution of key accountabilities described below.  Role focuses on new business, account management, and OEM.

• Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments including both the direct and indirect sales model.
• The role requires being in the market four days per week to visit customers and prospects and drive territory performance.
• Support and develop the Wholesale Distributor DSR sales force in the assigned area through targeted training, tools, and sales enablement to drive BP/Castrol performance and achieve consistent pipeline coverage in priority segments.
• Maintain a robust pipeline in Salesforce CRM for direct and indirect prospects, ensuring the opportunity coverage needed to meet or exceed business targets.
• Prospect and build a robust Salesforce CRM pipeline while owning the closure of all opportunities within the territory exceeding 25,000 annualized gallons.
• Leverage data and analytics tools to effectively manage the territory by proactively tracking new, growing, declining, and lost accounts.
• Demonstrate, teach and train DSRs on how to prospect and close business using Castrol programs, ensuring access to digital product catalog, sell sheets, pricing and other selling tools.
• Support the onboarding, servicing, and strategic management of OEM and key accounts to ensure a positive customer experience and alignment to business goals.
• Leverage Salesforce CRM to manage customer engagement, monitor opportunity progression, and ensure a clear and accurate view of territory performance.
• Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.

Education

• High School Diploma or equivalent.  Bachelor’s degree preferred.

Qualifications

• This role requires up to 80% travel, including 50% overnight travel.
• Work remotely with a high degree of autonomy to plan, prioritize, and execute sales activities across assigned territories.
• Implement advanced value selling techniques to maximize value for both our customers and Castrol, negotiate with customers within agreed DOAs ensuring not to make any promise that cannot be delivered.
• Strong capability to uncover value opportunities and confidently address and overcome customer objections.
• Proven ability to develop and sustain world‑class partnerships with large and strategic customers.
• Ability to proactively prospect and build new customer relationships to access and develop business opportunities.
• Budgeting, forecasting, and financial management skills experience relative to the profitable execution of sales plan.            
• Fully proficient working with digital sales platforms such as Salesforce and Microsoft office.

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.

This position includes a company vehicle, which is provided as a tool to support the successful completion of job responsibilities and limited personal use. Company vehicles are equipped with video-based safety technology. 

 

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 50% 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.