Marine Sales Manager
About this role
Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
This is a role within the Castrol organization, and the successful candidate will become part of the Castrol ring-fence. If you are part of the ring-fence, it is expected that your employment will move with Castrol to new ownership.
Our purpose is to deliver energy to the world, today and tomorrow. For over 100 years, Castrol has focused on discovering, developing, and producing oil and gas in the nations where we operate. We are one of the few companies globally that can provide governments and customers with an integrated energy offering. Delivering our strategy sustainably is fundamental to achieving our ambition to be a net zero company by 2050 or sooner.
In this role you will be responsible for supporting the team to maximise profitability and sales opportunities by leading and developing business relationships for sales direct/B2B, leading local distributor partners/intermediaries/resellers, building on existing relationships and creating new business opportunities.
Accountable for the execution of the territory sales strategy and responsible for delivering the financial performance targets through robust Joint Business Plans and driving/ over viewing performance to ensure long term sustainable value for the company.
Accountable for providing training on products and services, coaching third parties.
What you will deliver
Drive Sales:
Performs the annual and multi-year strategic plans for territory sales, supporting the development of channel strategies to improve the whole value chain and ensure excellent standards and delivery to customer. Ensures delivery of financial targets through leading regional results and price interventions as defined by our competitive strategy (Eg. Joint Business Plans (JBP), Distributor Offer, Upselling, Indirect sector focus for growth, SmartGains etc.)
Conduct sales activities such as volume and margin analysis, supporting tender activity, leading resolution of customer operational issues and verifying pricing performance integrity to enhance customer perception of value
Develops, agrees (both internally and externally) and implements a Joint Business Plan with the distributor/channel partner, taking in-year and longer term views, providing permanent support and coaching in all areas of its contents including, sales performance, sales capability, customer offer deployment and HSSE and ethics and compliance etc
Spends at least 60% of time with the customers and distributors and is able to navigate conversations across a diverse contact map at all levels and through all functions of the customer to build strong relationships that build trust, generate powerful insights and enable business growth
Makes joint customer calls with Platinum distributors to support development of capability and driving SmartGains framework implementation.
Offer development support:
Develops insight from customers, market sectors, competitors to provide customer/ market intelligence to enable brand distinctiveness and feed offer pipeline.
Business development:
Develops and regularly updates monthly detailed customer events, opportunities & vulnerabilities for the area business review which drives the LBM (Lubricants Business management)
Customer advocacy:
Leads virtual customer account teams to meet customer needs drawing support from Customer Operations, FBT, and Technical Services teams including a clear delegation of responsibilities
What you need to be successful:
Education:
Minimum Graduate or tertiary business qualification with equivalent experience
Requirements
- Understanding of shipping, oil & gas market and global dynamics, trends, regulatory environment desirable
- B2B sales management experience with a track record of delivery of sales targets and performance
- Skills & Competencies:
- Readiness to develop, maintain and build new relationships with customers, OEMs and Industry bodies.
- Ability to present persuasive offers to senior level management within the customer’s business Leverages resources and own networks to achieve goals and objectives
- Ability to work across functions and gain support for the businesses in the channel.
- Comfortable with using digital tools and applications to support the selling process and enhancing customer experience.
- Hands‑on experience with Salesforce.
- Ability to develop and implement strategic and tactical business plans to meet and set challenging personal and team targets, schedules and timelines through constructive prioritisation and time management
- Why Join our team?
- At Castrol, we provide an excellent working environment and employee benefits such as an open and inclusive culture, a great work-life balance, tremendous learning and development opportunities to craft your career path and many others.
- We support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. We are committed to crafting an inclusive environment in which everyone is respected and treated fairly.
- There are many aspects of our employees’ lives that are significant, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, collaboration spaces in a modern office environment, and others benefits.
- Reinvent your career as you help our business meet the challenges of the future.
- Travel Requirement
- Up to 25% travel should be expected with this role
- 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.