Area Manager B2B - Coimbatore

Job summary

About Castrol India Limited

Castrol is a leading lubricant brand globally and is part of the bp Group, one of the largest energy companies in the world. In India, Castrol is a publicly listed company and operates in the Automotive, Industrial and Marine lubricant sectors. With strong brands, continuous innovation, enduring stakeholder relationships and highly energized employees, we have maintained our market leadership position in India for more than 100 years. Our manufacturing and distribution network in India includes three blending plants and 330 distributors who reach consumers and customers through 100,000+ retail outlets.

Success has no limits at Castrol and we offer our employees a fast paced learning environment and an opportunity to develop careers around functional specialization or on a general management track. Castrol India has consistently groomed top talent to take on leadership roles within the bp group, be it in India or globally.

The role is responsible to plan and manage delivery of sales objectives for B2B business (FWS, HD and CAS Customers). The role is accountable for delivery of shared business objectives in the given portfolio, including Volume and GM performance targets, as well as other activation targets like in-store penetration, share of wallet and training etc. An information source of the latest “voice of customer”, the competitor activities and the change of local market. This role holder will also sell, grow and support all Castrol Heavy Duty (HD) business in assigned geography through our Distributor network and Direct accounts.

Key Results/ Accountabilities:

• Supports a profitable portfolio of accounts and prospects in direct sales, developing existing relationships with customers and delivering profitable growth via new customer acquisitions. ·
• Participates in the development of local B2B business strategy, and regularly reviews the direct sales risk pipeline to maximize team profitability, assisting the team to maximize their effective time in attracting and retaining business.
• Conducts sales activities such as volume and margin analysis, supporting tender activity, resolving customer operational issues and monitoring pricing performance integrity to enhance customer perception of value.
• Drives new offers, building a deep understanding of the market, and actively supports prospecting activities, developing a pipeline of opportunities through more detailed customer analysis.
• Complies with BP's Code of Conduct and models BP's Values & Behaviors. Supports a profitable portfolio of accounts and prospects in direct sales, developing existing relationships with customers and delivering profitable growth via new customer acquisitions.
• Participates in the development of local B2B business strategy, and regularly reviews the direct sales risk pipeline to maximize team profitability, assisting the team to maximize their effective time in attracting and retaining business.
• Conducts sales activities such as volume and margin analysis, supporting tender activity, resolving customer operational issues and monitoring pricing performance integrity to enhance customer perception of value.
• Drives new offers, building a deep understanding of the market, and actively supports prospecting activities, developing a pipeline of opportunities through more detailed customer analysis.
• Complies with BP's Code of Conduct and models BP's Values & Behaviors.

• Work with Key Account sales team and planning team to define a local area business plan including target workshops, coverage, sales target, activities etc.
• Understand Key Account sales contract terms, policy and agreed offer Support to prepare specific workshop value selling offer and sell to the target customer under guidance.

• Understand and build relationship with customer to gain commitment for the activities proposed.
• Support to implement activities aligned to customer needs and company strategy to maintain the good relationship with existing customers.
• Support to defend and grow existing customer share of wallet through needs based and effective use of our offer under guidance.
• Holds regular meetings to agree and track KPIs with customers.
• Coordinate with Key Account team on workshop activation planning for responsible area Manage designated service provider for workshop activation if needed.
• Customer and market insights: manage an updated database and maintain close relationship locally.
• Understand customer needs and competitor’s approach and provide feedback to company.
• Represent “voice of customer” in the company to improve our approach.

• Maximize profitable growth of Castrol brands with a focus on premium products and HD strategic segments including both direct and indirect sales model.
• Work with Distributor sales force in assigned area to drive BP/Castrol business in Castrol’s HD focused segments.
• Accountable to maintain a robust pipeline of prospects in HD strategic segments.

• Bachelor’s degree in Engineering / Technology (like Mechanical, Chemical etc.), with major of sales & marketing related is preferred and with 8+ years sales & marketing experience in B2B space serving to Franchised Workshop or Construction Industry