Entity:

Customers & Products:

Job Family Group:

Sales Group

Job Description:

This is a role within the Castrol organisation and the successful candidate will become part of the Castrol ring-fence. If you are part of the ring-fence, it is expected that your employment will move with Castrol to new ownership.

About the role:

Profitable volume and revenue growth in the designated territory through effective process of Company sales strategy through the Distributors and Retail direct accounts.

To develop a team of proficient DSR, FMR and SO.
Ensure all selling and service routines through Distributors are on auto pilot

Role & Responsibilities:

> Achieve Targets for Revenue, Reach and Profitability

Drive customer (key retailers and workshops) advocacy for Castrol

> Drive and ensure adherence to World Class Sales Call @ FDFT. Also ensure supply @ FDFT Act in a manner consistent with the BP Values & Behaviours by leading through our values, building enduring.

>Capability building and improving value by closely adhering to safe, Ethical & complaint behaviour for all activities in the market including company processes for “Distributor Claim Management

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

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

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

> Effective daily use of Customer Relationship Management tools to lead 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, Power BI, Tableau, Castrol Insights and Turf View.

> Embrace and apply the Castrol demeanor which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to accept change and challenge the status quo.

Skills required

> Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Great degree of Leading People Proficiency

BP Behaviours that are considered important for successful delivery in this role :

> Build strong relationships based on trust and honest discussion

> Pursue systematic management through standardisation, clarification and the elimination of defects

> Support those I work with and help to build the efficiency of my team to achieve the best results

Experience

Experience of 5-8 years in channel sales, experience of handling distributors is essential, with experience in Third Party Management and Distributor Management and Bazar Trade

> Should be able to drive a four wheeler on work. Job involves 15 – 20 days of travel outside base location. Needs to possess a valid four wheeler driving license.

Education

Minimum Bachelor’s Degree or equivalent experience

> In Engineering / Technology in Mechanical / Automobile /chemical/ Production/ Electrical is desirable

You will work with:

Internal Teams

Smollan Team
Distributors
Retailers
Mechanics

We are an equal opportunity employer and value diversity at our company! We do not discriminate based on race, religion, colour, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status.

We will ensure that individuals with disabilities are provided with reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Travel Requirement

Up to 75% travel should be expected with this role

Relocation Assistance:

This role is eligible for relocation within country

Remote Type:

This position is not available for remote working

Skills:

Business-to-Consumer, Business-To-Consumer (B2C) Sales, Channel marketing activation, Customer Profitability, Customer Segmentation, Distribution Management, Distributor Management, Distributors Handling, Offer and product knowledge, 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.