Indirect Area Sales Manager - PCO, NC/VA/KY
About this role
Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
Job Purpose
The Area Sales Manager (ASM) will sell, grow and support all Castrol PCO business in assigned geography through our distributor, direct account, and SAPD network. PCO ASMs drive results and performance through the execution of key accountabilities described below. Role focuses on new business, account management, and OEM, PCNA, Walmart ACC, and SAPD field activation as required.
Key Accountabilities
Maximize profitable growth of Castrol brands with a focus on premium products and 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 of 25,000 gallons or less on their paper in Castrol’s PCO focused segments.
Prospecting, pipeline development in Salesforce and accountability for closing opportunities within territory of 25,000+ gallons (annualized) on a direct basis.
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, PCNA, Walmart ACC 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.
Requirements
- 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.
- Travel Requirement
- Up to 50% travel should be expected with this role
- 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.