Entity:

Customers & Products:

Job Family Group:

Sales Group

Job Description:

The Direct Sales Specialist is responsible for driving sustainable direct sales growth across the Franchised Workshop and Passenger Vehicle OEM customer segment in Australia. This role develops and delivers strategic account and territory plans that deliver strong financial, HSSE and operational outcomes, while building trusted, long‑term customer partnerships.

You will play a key role in growing market share, strengthening customer loyalty and positioning Castrol’s value proposition to retain and expand preferred supplier status. Success in this role comes from combining commercial rigor, customer insight and strong collaboration across the business.

What you will deliver

Health, safety and environmental leadership

• Prioritise HSSE compliance in all activities and interactions, embedding safe and responsible behaviours across the customer base.

Strategic account and territory management

• Develop and implement account plans to achieve sales targets, grow market share and strengthen long‑term customer partnerships across franchised workshops and OEMs.

New business development and pipeline growth

• Proactively prospect, qualify and manage a robust sales pipeline, converting opportunities into sustainable new business.

Value‑based selling and negotiation

• Develop compelling customer propositions and negotiate value‑based commercial solutions that deliver mutual, long‑term outcomes.

Market insight and performance analysis

• Analyse customer needs, competitor activity, market trends and sales performance data to identify growth opportunities and adapt sales strategies.

Cross‑functional collaboration and execution excellence

• Partner with marketing, supply, technical and operations teams to ensure aligned execution, accurate forecasting, demand planning and excellent customer outcomes through effective use of CRM and digital tools.

What you will need to be successful

• Sales and account management experience:

Mid to senior experience in B2B sales and account management, with proven success in business development and opportunity conversion.

• Industry and customer insight:

Strong understanding of, or experience within, the Franchised Workshop and/or Passenger Vehicle OEM market (preferred).

• Commercial and analytical capability:

Demonstrated experience in account strategy development, sales forecasting, demand planning, market analysis and performance reporting.

• Negotiation and value‑selling expertise:

Well‑developed capability in value‑based selling, negotiation planning and commercial negotiation.

• Digital and systems proficiency:

Confident use of CRM platforms, digital sales tools and data analytics to drive pipeline management, customer engagement and performance outcomes.

• Collaboration and communication skills:

Strong interpersonal, presentation and communication skills, with the ability to build alignment across cross‑functional teams and stakeholders.

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 accommodations!

Travel Requirement

Up to 25% 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, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Listening, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Proposition development, Prospecting and pipeline management, Sales forecasting/demand planning, Sector

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.