Business Development Manager - OEM

Job summary

Accountable for delivering the sales targets – volume, turnover, gross margin, market share - for the respective channel, in line with the market’s plan and the Castrol global strategy.
The role is responsible for developing, together with other stakeholders in the organisation, the activity set in support of delivering the top line growth, while leading, supporting and coaching the team of direct reports.

KEY ACCOUNTABILITIES:

• Contribute to the development and implementation of the channel strategy
• Participate in and provide input to marketing and business strategic reviews and annual marketing plans
• Through the relevant sales and marketing networks and leads, ensure the obtaining of knowledge and understanding of market business trends, customers’ expectations and current competitive position
• Direct, lead and coach the relevant sales activities for the channel through direct reports
• Establish and develop people resource and implement talent management and succession planning programmes.
• Complete annual channel sales audits and sales plans (including contingency plans)
• Ensure the production of phased sales plans and agree contents with market sales manager
• Direct the implementation of the agreed sales plan for the Channel, ensuring the delivery of the results agreed in line with the plan
• Contribute in major account multilevel relationship management and actively manage internal relationships
• Drive performance through monthly and quarterly reviews of sales, financial and people progress, monitoring versus plan
• Review the channel sales organisation to reflect the 3-5-year sales plan, go to market findings, cost to serve elements, and capability management
• Optimise effectiveness of resources in the setup of the Sales organisation

• Key Account Management and building relationships with large customers
• Role model the BP Values and Behaviors​ and Castrol Mindsets
• Ability to develop and implement strategic and tactical business plans and to be hands on and drive the business with direct responsibility​
• A strong organization and people orientation to be able to build strong, capable and sustainable organizations​
• Agile thought leadership and action to be able to respond to changing market environments and dynamic business situations​
• Ability to work across functions and gain support for the Channel in the market
• Key Account Management and building relationships with large customers

• Significant sales management experience of handling a large territory or channel.
• Experience working in a matrix organization with complex customer interfaces​
• Well-rounded business experience to be able to implement cross functional plans
• Strong people leadership experience
• Experience in dealing with multiple important stakeholders both within and outside the organization​
• Experience in dealing with key accounts and large, complex customers especially in Mining with strong network

• Resource allocation within the plan boundaries for the Channel
• Determine the sales targets for the team members
• Decide the activity set within the channels
• Make Route to Market decisions in service of delivering the sales targets and in line with the strategy, gaining market sales manager’s endorsement