Entity:

Customers & Products:

Job Family Group:

Sales Group

Job Description:

The Distributor Manager serves as the single point of accountability for the assigned distributor (business size approx. 1M litters). DM will work closely with ASM/SM, Finance, and Customer Operations, Marketing teams to ensure seamless execution and alignment. This role is responsible for reviewing distributor performance, developing and implementing action plans, ensuring compliance with company standards, and driving sales results through key accountabilities below.

Key Accountabilities

Distributor Management

• Conduct monthly distributor performance reviews, including robust analysis of key prospects, accounts at risk, and Scorecard metrics.

• Handle distributor performance to ensure accountability for Castrol sales results through identified target (e.g., Total volume Sell-in, GM, Inventory, Customer productivity, Compliance, Active customers, etc..) -

• Develop and implement action plans to address underperformance and close performance gaps.

• Ensure distributor compliance with bp’s product handling, quality, and inventory standards.

• Ensure distributors understand Castrol’s offers and sales approach (direct and indirect).

• Work closely with distributors to build and develop high-quality sales representative teams.

• Ensure distributors set appropriate targets for DSRs and actively oversee DSR productivity, including target setting, performance management, rewards, recruitment, training, mentor, system implementation at the distributor, and maintaining data accuracy.

• Co-responsible for developing distributor capabilities and systems.

• Provide timely input into distributor and installer programs and communicate competitive threats and market trends

• Ensure accuracy of Turfview data and up-to-date accounts receivables.

• Embrace and promote the Castrol outlook: dedication to business growth, customer centricity, people empowerment, and continuous improvement.

Sales Execution & Customer Facing:

• Focus on customer facing through driving sales activities across assigned businesses/territories, including product portfolio introductions, order taking, merchandising, and marketing displays.

• Implement detailed sales plans with a focus on acquiring new customers via the indirect sales model.

• Track and coach Sales Representative team performance against sales plan and targets (e.g., Total volume Sell-in, GM, Inventory, Customer productivity, Compliance, Active customers, etc..)

• Provide timely feedback to team members on execution and development areas.

• Implement all channel offers to support Castrol’s Strategic Workshop initiatives and drive performance across key strategic channels, including Bike Point, CAS, and Castrol Branded Workshops.

• Ensure accuracy of company investments by monitoring and controlling all asset-related expenditures to align with approved budgets and strategic priorities.

• Coordinate with Distributors, RSM/ SM, Capability Manager to improve distributor systems through developing proficiencies of distributor sales representatives.

• Ensure marketing and cross-functional support activities are effectively deployed in the market.

• Monitor and handle customer feedback to capture actionable insights, actively prospect the top 10% of customers for growth opportunities, and drive performance against targets (e.g., customer distribution, premium product penetration, sell-out volume, gross margin, and frequency of customer visits.

Compliance & Systems Utilization:

• Ensure distributor compliance with signed contract, HSSE, Product Quality, Brand, and Ethical standards.

• Adhere to bp’s Code of Conduct, Values and Behaviors, and HSSE standards.

• Leverage digital tools (Salesforce, Power BI, Turf View, etc... ) for account management and effective territory management.

Education

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

Experience

• Shown experience in sales and distributor management

• Shown cross functional project management experience and working within multi-layers of an organization.

• Shown experience in the execution of marketing programs and management of programs and offers.

Skills & Proficiencies

• Strong Sales Planning & Execution Skill: Ensure operational excellence to meet sales targets, expand market reach, and improve distributor efficiency.

• Strong Distributor Management & Data Analysis skill : Interpret performance metrics, handle rebates and reporting, and turn insights into actionable plans to get results and accountability.

• Strong Partner Management & Communication skill : Build trust, foster alignment, and maintain clear communication with internal and external partners to enable seamless execution and growth.

• Proficient Microsoft Office skills: Word, Excel, PowerPoint and computer/ digital system literacy. Intermediate written & spoken English proficiency is an advantage

bp is an integrated 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:

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 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.