Indirect Area Sales Manager - PCO, NC/VA/KY

Full time

Indirect Area Sales Manager - PCO, NC/VA/KY

United States of America, Remote 2 days ago

Job category

Sales

Experience level

Intermediate

Relocation available

This role is not eligible for relocation

Job type

Professionals

Travel required

Up to 50% travel should be expected with this role

Job code

RQ104376

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.

Experience

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.

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.

Our innovative Energize recognition points programme and spot awards translate exceptional performance into tangible rewards, to motivate our high performers.

Pay

bp offers competitive pay in line with industry standards, making us an employer of choice.

Discretionary bonus

We offer discretionary bonuses to reward strong company, business unit and individual performance, and recognition awards, including those related to long service to recognize commitment to the company.

Retirement & savings

We offer a range of discretionary retirement and savings plans to help provide you and your family with financial security.

Insurance benefits

To give you additional peace of mind, bp provides valuable insurance benefits in some countries. These are designed to provide financial assistance to employees and their families if employees become unwell or die in service.

Equity

Depending on your location and job level, there may be equity (stock and share) options you are eligible to join so you can be part of bp’s success.