Entity:

Customers & Products:

Job Family Group:

Sales Group

Job Description:

The Area Sales Manager (ASM) will sell, grow and support all Castrol HD business in assigned geography through our distributor network and direct accounts. HD ASMs drive results and performance through the execution of key accountabilities described below. Role focuses on new business, account management, and HDNA, OEM, TA field activation as required.

• Maximize profitable growth of Castrol brands with a focus on premium products and HD strategic segments including both the direct and indirect sales model.
• This role is expected to be in the market visiting customers and prospects four days per week.
• Ensure WD DSR sales force in assigned area is supported, trained and has the tools to drive BP/Castrol business on their paper in Castrol’s HD focused segments.
• Prospecting, pipeline development in Salesforce and accountability for closing opportunities within territory
• Accountable to maintain a robust pipeline for both direct and indirect prospects.
• Leverage PowerBI to manage territory effectively, by proactively overseeing 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 of OEM, HDNA, TA, and key accounts as required.
• Utilize Salesforce CRM daily to manage account relationships, pipeline, and build connections within both the customer and our organization, leveraging digital tools like PowerBI, Castrol Insights, and Turfview.
• Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.

Education

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

Experience

• 80% travel is required for this position (50-60% overnight).
• Working remotely and autonomously in sales 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.
• Solid ability to identify sources of value and overcome objections.
• Develop world class partnerships and relationships with large customers.
• Prospect customers require the Area Sales Manager to actively build new relationships to gain access to 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

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.

How much do we pay (Base)? $82,000 - $152,000 Note that the pay range listed for this position is a genuinely expected and reasonable estimate of the range of possible base compensation at the time of posting.

This position offers paid vacation depending on your years of relevant industry experience and will range from 120 – 240 hours of vacation per year for full times employees (60 - 240 hours of vacation per year for part time employees). You will also be eligible for 9 paid holidays per year and 2 personal choice holidays. You may learn more about how we calculate paid vacation and view our generous vacation and holiday schedules at benefits@bp. Bp has a parental leave policy as well, which offers up to 8 weeks’ paid leave for the birth or adoption of a child. Learn more at benefits@bp.

We offer a reward package to enable your work to fit with your life. These offerings include a discretionary annual bonus program, long-term incentive program, and generous retirement benefits that include a 401k matching program. These benefits may include a pension for eligible employees. You may learn more about our generous benefits at benefits@bp.

As part of bp’s wellbeing package, bp offers access to health, vision, and dental insurance, as well as life and Short-Term Disability and Long-Term Disability. You may learn more about our generous benefits at benefits@bp.

Travel Requirement

Up to 75% 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.