Entity:

Customers & Products:

Job Family Group:

Sales Group

Job Description:

Role Summary

Distributor Business Managers (DBM) are the single point of accountability for their associated distributors as it pertains to the volume and scorecard performance. DBMs get results and performance through the execution of key accountabilities described below.

What you will deliver

• Execute the prospecting strategy within the assigned territory, including prioritisation of time and resources, analysis of market data, senior stakeholder engagement, and management of tender and offer processes.
• Own distributor performance management through structured monthly and quarterly reviews, including assessment of scorecard results, key prospects, and accounts at risk, with clear action plans to address underperformance and close performance gaps.
• Establish and lead quarterly Joint Business Planning (JBP) with distributors, supported by monthly pipeline reviews to drive sustainable volume growth and sales effectiveness.
• Develop accurate monthly forecasts for distributors and direct accounts as part of the demand planning process, incorporating base volumes, incremental growth, new product introductions, and gain/loss adjustments.
• Monitor in-month sales performance and proactively identify opportunities and risks, contributing insights to the S&OP process to support informed decision-making.
• Ensure distributor inventory levels are managed in line with Castrol policies and guidelines.
• Act as the single point of accountability for distributor compliance with HSSE, Product Quality, Brand, Ethical standards, and bp’s Code of Conduct, Values, and Behaviours.
• Ensure accuracy and integrity of commercial and operational data, including Turfview records and distributor accounts receivable status.
• Build and maintain strong, collaborative relationships with distributors, key customers, and internal cross-functional stakeholders to enable delivery of commercial and operational objectives.
• Drive effective and consistent use of Salesforce and other digital tools (including Turfview, Power BI, Tableau, and Castrol Insights) to support territory management, pipeline visibility, and performance reporting.
• Provide regular business updates covering prospect pipeline health, forecast accuracy, business profitability, and allocation of technical resources.
• Champion and role-model the Castrol mindset by promoting growth, customer centricity, empowerment, and continuous improvement.

What you will need to be successful

• At least 3-5 years of experiences in B2B Distributor management.

• Customer and distributor management experience with managing a complex business environment/customer is a must

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

• Experience of dealing with multiple stakeholders both within and outside the organization is essential for success in this role

• Having experience in B2B Distributor Lubricant business

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

Skills & Competencies

• Excellent consultative selling knowledge

• Excellence in key account management practice

• Excellent prospecting knowledge

• Products & Services Knowledge

• Customer Relationship Management, Distributor Management

• Customer Profitability & Measuring & Demonstrating Customer Value

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

Negligible 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, Agility core practices, Business Acumen, Business Analysis, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Perspective, Internal alignment, market, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Stakeholder 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.