Area Sales Manager (New Jersey & Eastern Pennsylvania)
About this role
Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
About the Role
The Industrial Area Sales Manager (ASM) will achieve or exceed
assigned sales and profitability goals by maintaining and growing sales
of Castrol Industrial products and services in assigned territories
through distribution and direct channel in a Business to Business (B2B)
environment.
Key Accountabilities:
Lead and develop a profitable portfolio of accounts and prospects
Develop profitable, long term strategic relationships with designated customers
Manage customer cost to serve and actively handle opportunity and risk pipeline
Participate in regular customer reviews (ownership of customer review)
Utilize value selling and consultative skills to improve customer offers and perception of value
Develop and maintain relationships at multiple levels of customer organization, including senior corporate relationships
Support Finance for credit and cash collection
Lead and review Distributor business development plans
Key Performance Indicators
Gross profit delivered to target
Growth in share of customer accounts
Customer supplier excellence or supplier quality ratings
What You'll Need to be Successful in this Position:
Bachelor’s degree, preferably in technical field or engineering
Minimum of 5 years industrial B2B sales experience
Must be technically savvy and experienced in using Microsoft Office Suite, Salesforce and other sales related tools
Must be skilled with using electronic media
Business Partnering, consultative, selling and negotiations skills
Prospecting experience with a Hunter mentality, ability to lead all aspects of pipelines
Knowledge and understanding in sustainability – energy savings, water reuse
Expertise in Metalworking products and applications and/or Industrial Lubrication products and applications is strongly preferred
Valid Drivers License
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.
Travel Requirement
Up to 50% travel should be expected with this role
Requirements
- 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.