Entity:

Customers & Products:

Job Family Group:

Sales Group

Job Description:

As a Distributor Business Manager for East Java (Kediri and Madiun), you will be responsible for driving sales growth and market share within your assigned territory by effectively handling and developing our distributor network. You will be a key contributor to PT Castrol Indonesia's success by encouraging positive relationships and ensuring the efficient performance of our distribution channels.

Job Responsibilities

• Develop and implement strategic sales plans to achieve volume, revenue, and market share targets within the East Java Kediri Madiun territory.

• Proactively identify, onboard, and handle strategic distributor partnerships, ensuring alignment with PT Castrol Indonesia's business objectives.

• Conduct regular business reviews with distributors, analyzing performance, identifying areas for improvement, and implementing corrective actions to improve customer profitability.

• Develop and deliver compelling customer value propositions, demonstrating your offer and product knowledge to drive sales and market penetration.

• Lead sophisticated negotiations with distributors, applying strong negotiation planning and preparation to secure favorable terms and long-term commitments.

• Apply digital proficiency to analyze market trends, competitor activities, and customer insights, translating data into actionable strategies for territory growth.

• Ensure internal alignment across various departments (e.g., marketing, supply chain) to support distributor needs and optimize overall channel performance.

• Implement effective territory management strategies, including route planning, call cycles, and prioritization, to improve efficiency and coverage.

• Continuously monitor sector, market, customer, and competitor dynamics to identify new opportunities and mitigate potential threats.

• Provide training and support to distributor sales teams, improving their product knowledge and sales capabilities.

Job Qualifications

• Proven experience in sales or business development, preferably within the lubricants, automotive, or FMCG sector.

• Demonstrated strong Commercial Skill with a track record of achieving sales targets and driving customer profitability.

• Excellent negotiation skills, including comprehensive negotiation planning and preparation.

• Proficiency in developing and communicating compelling Customer Value Propositions.

• Strong Digital Proficiency, with the ability to demonstrate data and technology for sales analysis and planning.

• Experience in Handling Strategic Partnerships and Partner Relationship Management.

• Ability to ensure Internal Alignment across various partners to achieve common goals.

• In-depth knowledge of sales offers and product knowledge relevant to the industry.

• Shown expertise in Territory Management, including planning and execution.

• Strong analytical skills with a deep understanding of Sector, Market, Customer, and Competitor dynamics.

• Willingness to travel extensively within the East Java Kediri Madiun region.

bp is a coordinated energy company whose purpose is to deliver energy to the world, today and tomorrow. But we can’t do it alone. We’re a diverse team of engineers, scientists, traders, and business professionals determined to find answers to problems that must be solved. We believe that our teams are strengthened by diversity. We invite applications from all suitable candidates regardless of your gender, race, sexual orientation, or neurodiversity!

Travel Requirement

No travel is 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:

Commercial Acumen, Customer Profitability, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding, 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.