Area Sales Manger - Passenger Car Oil

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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.
• Maintain a robust pipeline in Salesforce CRM for direct and indirect prospects, ensuring the opportunity coverage needed to meet or exceed business targets.
• Prospect and build a robust Salesforce CRM pipeline while owning the closure of all opportunities within the territory exceeding 25,000 annualized gallons.
• 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.
• Leverage Salesforce CRM to manage customer engagement, monitor opportunity progression, and ensure a clear and accurate view of territory performance.
• Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.

Summary Decision Rights

Job Holder Requirements

(Minimum education, experience & capabilities)

Education

• High School Diploma or equivalent.  Bachelor’s degree preferred.

Experience

• 50% of travel is required for this position (overnight).
• 80% of field work
• 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

Primary Revisions to the Role:

• Walmart ACC, OEM, PCNA, and SAPD outlined
• 25K gallon threshold outlined – on BP paper
• Removal of branded workshop field activation
• Language around supporting DSRs to make them self-sufficient
• Consolidation of redundant language to ensure JD is easy to read and priorities are clear

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.

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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.