Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
DM - FWS will be responsible for managing distributors/Key Account (KA) to achieve or exceed assigned sales and profitability goals through the delivery of the distributors/KA strategy and financial performance targets (e.g. sales volume, gross margin and over dues) within an assigned territory, and supports the development and implementation customer retention programmes.
Key Accountabilities:
- Coordinate with National Sales Manager and Key Account Manager for the development of the annual Key Account plan process in the area of responsibility. Ensure that all Key Account Plans are aligned with the overall business strategy, our agreements with strategic partners (OEM, etc.), the internal marketing initiatives, the Key Account's expectations as well as the compliance with the company HSSE and Ethical standards.
- Conduct monthly distributor/ KA performance reviews, which consist of a robust review of key prospects and accounts at risk and thorough review of Scorecard metrics and performance manage distributors to drive accountability for Castrol sales results. When performance is not at target levels on scorecard metrics, DM is accountable to create action plan to National Sales Manager to address the underperformance, identification of actions to close the gap and owns the execution of the action plan.
- Coordinate and supports the development and implementation customer retention programmes through distributors leveraging all available resources.
- Conduct monthly regular robust review of key prospects and accounts at risk with staff and report gain and lost account results internally through the Sales & Operational Planning (S&OP) process.
- Forecast monthly for distributors and direct accounts as part of region's S&OP demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.
- Accountable to monitor in-month performance of distributors and direct accounts and to flag opportunities and vulnerabilities as part of the S&OP process.
- Accountable to manage distributors national account delivery for fee performance and ensure product handling, quality and inventory levels are in line with bp's guidelines.
- Support FWS, Dealers offers and ensure distributor understands offers and Castrol's approach to direct and indirect sales efforts.
- Act as single point of accountability to ensure distributor is compliant with all HSSE, Product Quality, Brand and Ethical standards.
- Accountable to ensure Turfview accuracy is maintained and that accounts receivables with distributors is current and update to date.
- Provide input into distributor and installer programs and new products and communicate to marketing competitive threats and trends.
- Execute detailed plans and manage sales processes in the region with the focus on acquisition of new customers utilizing the indirect sales model.
- Compliance with bp's Code of Conduct, Values and Behaviors and HSSE Standards.
- Effective daily use of Salesforce Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.
- Ensure utilization of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights and TurfView.
- Adopt and utilize the Castrol mindset which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo.
Key Requirements:
- Bachelor's degree in relevant field of study
- Solid Customer and channel management experience.
- Solid experience in managing programs and offers.
- Proven cross functional project management experience and working within multilayers of an organization.
- Proven experience in execution of marketing programs.
- Proficient business English level
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 not available for remote working
Skills:
Commercial Acumen, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding, 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.
