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Indirect Area Sales Manager - HD, WA/OR/ID/MT/WY/ND/AK

Indirect Area Sales Manager - HD, WA/OR/ID/MT/WY/ND/AK

  • Location United States - Oregon - Portland, United States - Washington - Seattle
  • Travel required Yes - up to 50%
  • Job category Sales Group
  • Relocation available No
  • Job type Professionals
  • Job code 132128BR
  • Experience level Intermediate
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Job summary

Responsible for delivering the indirect sales strategy and financial performance targets including Sales Volume, Gross Margin and Overdue, managing local distributor partners and intermediaries/resellers in the sales territory or geography, finding prospect partners, coaching distributors and monitoring their financial position to ensure long term sustainable value for the company. The scope of the role will influence the grade – this can include financial accountability, geographical scope, leadership responsibilities and overall level of responsibility.

About the Role:

The Area Sales Manager (ASM) will sell, grow and support all Castrol Heavy Duty (HD) business in assigned geography through our distributor network and direct accounts. HD ASMs get results and performance through the execution of key accountabilities described below.

Key Responsibilities:

  • Improve 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 Distributor Sales Reps (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 lead all aspects of the account relationship and build balanced 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, Castrol Insights and TurfView.
What you'll need to be successful in this position:
  • High School Diploma or equivalent. Bachelor’s degree preferred.
  • 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 improve value for both our customers and Castrol, negotiate with customers within agreed DOAs ensuring not to make any promise that cannot be delivered.
  • Proven ability to identify sources of value and overcome objections.
  • Develop best-in-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.
  • Budgeting, forecasting, and financial management skills experience relative to the profitable execution of sales plan.
  • Fully proficient working with digital sales platforms such as Customer Management Systems and Microsoft office.
Preferable certifications or affiliations:
  • Lubrication Engineers (STLE)
  • OMA – Oil Monitoring Analyst
  • CLS – Certified Lubrication Specialist
  • Construction, Aggregate, Vocational Fleet backgrounds
  • National Ready Mix Concrete Association
  • American Concrete Institute
  • National Waste & Recycling Association (NWRA)
  • Association of Equipment Management Professionals (AEMP)
  • Construction Equipment Association (CEA)
  • Construction Equipment Rental Association (CERA)
Considering Joining bp/Castrol?
At bp, we support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. bp is committed to encouraging an inclusive environment in which everyone is respected and treated fairly. There are many aspects of our employees’ lives that are meaningful, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, excellent retirement benefits, and more!

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