Area Sales Manager - Passenger Car Oil

About the team

The Castrol Passenger Car Oil (PCO) Sales team is responsible for driving profitable growth and expanding Castrol's presence in the automotive lubricants market across the United States. Working closely with distributors, direct customers, and strategic partners, the team focuses on developing new business opportunities, strengthening customer relationships, and delivering value through Castrol's premium products and solutions.

We are seeking an Area Sales Manager to support our business across Ohio, Indiana, Michigan, and Western Pennsylvania. This is a remote, field-based position, and candidates must reside in Ohio, Indiana, or Michigan.

Key tasks

• Drive profitable sales growth of Castrol Passenger Car Oil products across the assigned territory, focusing on premium products and strategic market segments.
• Identify, prospect, and develop new business opportunities through direct customer engagement and distributor partnerships.
• Build and maintain strong relationships with existing customers, distributors, and key accounts to increase market share and customer retention.
• Support, coach, and train distributor sales representatives on Castrol products, sales programs, prospecting strategies, and effective selling techniques.
• Develop and maintain a robust sales pipeline in Salesforce CRM, managing opportunities from initial prospecting through negotiation and closure.
• Monitor territory performance using Salesforce and Power BI, identifying opportunities to grow existing accounts, recover declining business, and improve profitability.
• Support the onboarding and activation of strategic customers and channels, including OEM, PCNA, Walmart Auto Care Centers, and SAPD networks, as required.
• Conduct regular customer and prospect visits, spending approximately four days per week in the field, while ensuring compliance with Castrol’s Code of Conduct and HSSE standards.

Experience required

• High school diploma or equivalent.
• Approximately 3 years of sales experience preferred, with flexibility for candidates demonstrating strong commercial capabilities and a proven track record of success.
• Demonstrated experience in B2B sales, new business development, customer relationship management, or territory sales.
• Strong prospecting, negotiation, and consultative selling skills, with the ability to identify customer needs and close business opportunities.
• Ability to work independently, manage priorities, and deliver results in a remote, field-based sales environment.
• Strong communication, interpersonal, and relationship-building skills, with a proactive and results-driven approach.
• Proficiency with CRM systems, digital sales tools, and Microsoft Office, with the ability to manage sales pipelines and track commercial performance.
• Willingness and ability to travel approximately 80% of the time, including overnight travel, to support customers and business development activities.

Preferred experience

• Previous sales experience in automotive lubricants, engine oils, automotive aftermarket, or related industries.
• Experience working with wholesale distributors, channel partners, or distributor sales representatives.
• Familiarity with Salesforce CRM, Power BI, sales forecasting, and territory profitability management.
• Bachelor's degree in Business, Marketing, or a related field.

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