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Indirect Area Sales Manager, Passenger Car Oil

Indirect Area Sales Manager, Passenger Car Oil

  • Location United States - Illinois - Chicago
  • Travel required Yes - up to 25%
  • Job category Sales Group
  • Relocation available No
  • Job type Professionals
  • Job code 144375BR
  • Experience level Intermediate
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Job summary

Role Synopsis

The Area Sales Manager (ASM) will sell, grow and support all Castrol PCO business in assigned geography through our Distributor network and direct accounts. The role will manage assigned direct OEM and National/Key Accounts. PCO ASMs get results and performance through the execution of key accountabilities described below.

Key Accountabilities

  • Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments including both direct and indirect sales model.
  • Work with WD sales force in assigned area to drive BP/Castrol business.
  • Sell and provide account management for Castrol Branded Workshop Offers.
  • Accountable for account management of assigned direct OEM and National/Key Accounts.
  • Accountable for the account management of DIFM direct accounts as defined by the business.
  • Responsible for follow-up and closing of the Third-Party Sales Agency qualified leads.
  • Accountable to maintain a robust pipeline of DIFM business and Branded Workshop offers.
  • Demonstrate, instruct and train Distributor Sales Reps (DSRs) on how to prospect using Castrol programs. Support DSRs in developing business relationships and driving Castrol sales with DIFM accounts.
  • Participate with Distributor Business Manager (DBM) in the development of Distributor scorecard targets.
  • Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
  • Effective daily use of Salesforce customer relationship management tools to handle 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.
  • Adopt and use 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 accept change and challenge the status quo.

Essential Education:

  • High School Diploma or equivalent. Bachelor’s degree preferred.

Essential Experience and Job Requirements:

  • Up to 25% overnight is required for this position
  • 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 Area 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.

Desirable criteria

  • Customer Relationship Management, Products and Program Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Distributor Management, Territory Management, Customer Profitability & Value Chain Understanding
  • Budgeting, forecasting, and financial management skills experience relative to the profitable execution of sales plan.

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