Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The role is accountable for developing and implementing sales strategy in the appointed territory.
The role should deliver Sell In performance targets including Volume, Revenue, and other targets based on business requirement.
The role is also responsible for screening prospect partners, coaching distributor sales representative
(DSR) in order to drive Sell Out performances within the territory including Sell Out volume, workshop coverage, in store share, product mix and ROI of Castrol investment into workshops.
Key Accountabilities
1. Develop and implement territory distributor Sell In and Sell Out plans according to PU strategy.
2. Deliver financial performance targets for territory including Sales Volume, Sales Revenue and other KPI per PU requirement.
3. Develop and agree with the Distributor / Channel partner for below items relating to Sell Out and ensure they are implemented, aiming for driving the sell towards workshop customers within the territory:
City level workshop coverage and activation plan, by leveraging national activation scheme.
Right sized distributor DSR team with adequate capability to sell Castrol products.
Monthly/Weekly/Daily review/check-in with DSR for progress of sell out and activation program execution. Provide coaching to DSRs to meet targets.
Key workshop customers development and investment deal landing. ROI of investment meeting Castrol requirements.
4. Ensure business information including sales forecast, distributor and workshop customer information reflected properly in Castrol internal systems. Ensure customer voices and market dynamics and competitors move are reflected internally to support business decision.
5. Lead or act as the focal point for the assigned projects in the territory.
6. Coach peer DSR Supervisors in the same territory

Summary Decision Rights

• Determine Sell Out target for distributor overall for the territory and each DSR individually.
• Decide the channel activation activity set within the territory.
• Resource allocation with following governance principles for the territory

Experience

• Minimum 8 years relevant working experience in distributor sales and management.
• Track record of delivery of sales targets and performance
• Experience/track record/confidence representing the company externally and managing and negotiating professionally with large sized distributors.
• Experience and track record of distribution channel activation strategy design and implementation.
• Ability to travel with efficient travel plan.
• Experience of directly leading frontline sales team preferred
• Track record with leading examples regarding distribution penetration improvement in high tier or low tier markets preferred, based on the requirements of the business territory assigned.

Skills & Competencies

• Ability to develop and implement strategic and tactical business plans.
• Adequate understanding about distribution business financials and be able to support distributors business sustainability.
• Ability to be hands on and provide coaching to and motivating frontline sales force. Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations

Travel Requirement

Some travel may be required with this role, this is negotiable

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, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Listening, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Proposition development, Prospecting and pipeline management, Sales forecasting/demand planning, Sector

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 bps 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.