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Channel Sales Manager - SADC

Channel Sales Manager - SADC

  • Location South Africa - Johannesburg
  • Travel required Up to 50% travel should be expected with this role
  • Job category Sales Group
  • Relocation available This role is not eligible for relocation
  • Job type Professionals
  • Job code RQ071184
  • Experience level Senior
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Job summary


Customers & Products

Job Family Group:

Sales Group

Job Summary:

This role has accountability for delivering the sales targets – volume, turnover, gross margin, market share - for the SADC channel, in line with the market’s plan and the Castrol global strategy and is responsible for 10 SADC countries.
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.

Job Description:

Key Accountabilities:

  • Contribute to the development and implementation of the 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 cluster leader.

  • 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  including required reporting and formats for business reviews.

  • 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

Job Holder Requirements:


  • Minimum: Bachelor's degree in Business, Marketing or similar


  • Min of 8 years 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

Skills & Competencies

  • 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

Travel Requirement

Up to 50% 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


Account strategy and business planning, Business Acumen, Business Analysis, Channel Account Management, Channel Partner Management, Channels Marketing, Channels Strategy, Consultative selling skills, Customer Profitability, Customer Segmentation, Customer value proposition, Global Perspective, Key Accounts, Marketing, Marketing strategy, Negotiating value, Offer and product knowledge, Partner relationship management, Sales Channels, Sales forecasting/demand planning, Sales Management, Sector, market, customer and competitor understanding, Stakeholder 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 disabilities may request a reasonable 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 accommodation related to the recruitment process, please contact us to request accommodations.

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.

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