Role Synopsis

Key Accountabilities

• Maximize profitable growth of Castrol brands with a focus on premium products and HD strategic segments including both direct and indirect sales model.
• Direct responsibility and management of direct accounts as defined (Allison distributors and all National & Key Accounts)
• Work with WD sales force in assigned area to drive BP/Castrol business in Castrol’s HD focused segments.
• Demonstrate, teach and train DSRs on how to prospect and close new business using Castrol programs.
• Support DSRs in developing business relationships with large accounts.
• Accountable to maintain a robust pipeline of prospects in HD strategic segments.
• Demonstrate, teach and train DSRs on how to prospect using Castrol programs. Support DSRs in developing business relationships with HD accounts.
• Participate with DBM in the development of Distributor scorecard targets.
• Support HD National Accounts in local geography on ad hoc basis when local site support is needed.
• Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
• Effective daily use of Salesforce Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.
• Utilization of digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights and TurfView.
• Adopt and utilize the Castrol mindset which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo.
• Budgeting, forecasting, and financial management skills experience relative to the profitable execution of sales plan.
  

Education Requirements

Essential Experience

• Up to 80% travel is required for this position (50-60% overnight).
• Working remotely and autonomously in sales territories.
• Communicate and manage relationship with functions to ensure functional support requests are acted on and implemented.
• 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 requires the Territory Sales Manager to actively build new relationships in order to gain access to business opportunities.
• Fully proficient working with digital sales platforms such as Customer Management Systems and Microsoft office.

Desired Experience