Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

We aim to be a very different kind of energy company by 2030 as we scale up investment in low carbon, focus our oil and gas production and make headway on reducing emissions. Our new strategy kickstarts a decade of delivery towards our #bpNetZero ambition.

bp manufactures and markets lubricants through the Castrol brand. Castrol is the pioneer of liquid engineering by developing the world's most advanced engine oils and fluids to keep the world moving. Our people are integral to our success. At Castrol, we promote a broad, diverse and high-performance culture in which every individual can grow and perform to the very best of their capabilities.

The Distributor Business Manager is responsible for the sales volume and scorecard performance of its assigned distributors. Accountable to drive results and performance, managing distributors’ national account delivery for fee performance, ensuring that product handling, quality and inventory levels are in line with Castrol’s guidelines. The role performs detailed plans and handles sales processes in the region with focus on acquisition of new customers using the indirect sales model.

Job Summary:

• Execute, accompany and manage the distributors under their charge, creating route-to- market optimization proposals
• Build a deep knowledge of the market in which Castrol operates and explore the potential of the region in order to increase sales volume and attract new customers
• Monitor the Scorecard metrics and performance of distributors and direct accounts to flag opportunities and vulnerabilities. Accountable for sales results building and implementing action plans when performance is not at target, identifying actions to close gaps
• Conduct monthly robust review of key prospects and accounts at risk with staff, reporting gain and lost account results internally
• Sales forecasting in a monthly basis as part of region’s demand plan. Analysing and protecting base volume, incremental volumes, new products and adjustments for gain-lost accounts
• Support Castrol Branded Workshop offers and company’s approach on direct and indirect sales efforts, ensuring distributors´ understanding
• Guarantee that the distributors are follows all HSSE, Product Quality, Brand and Ethical standards
• Responsible to ensure accuracy is maintained and that accounts receivables are current and update to date
• Share with the marketing team competitive threats and trends
• Use effectively the Salesforce Customer Relationship Management tools to handle the account relationships. Building sustainable partnerships throughout the customer organization and within Castrol

Qualifications:

• Bachelors´ degree in business, finance, marketing or any related field
• 5 to 8 years of experience in sales, managing distributors. Indirect sales experience in the lubricant industry will be great!
• Proven cross functional project management experience, working in a multi-layer organization
• Strong experience in the execution of marketing programs and offers
• Positive relationship management, leadership, and interpersonal skills, with the ability to build and maintain relationships with diverse customers and stakeholders
• Intermediate English level
• Experience with Salesforce, Power BI, Tableau, and/or TurfView

Skills & Competencies
• Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Deal Closure

Work Location & Shift Pattern

Santa Fe offices - 8:00am to 5:00pm

Hybrid - This role is field‑based, and attendance at the office will be required according to business needs.

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.

Travel Requirement

Up to 25% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Account strategy and business planning, Business Acumen, Channel marketing activation, Commercial Acumen, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Training, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, 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.