Capability, Early Career & Engagement Manager

BP•Wayne, NJ

6d•Hybrid

About The Position

Leads the development and deployment of the Commercial Capability Strategy, Offers, Content, Curriculum, and Technology advancements in support of building stronger selling skills, Castrol differentiation, and value propositions with our Sales teams, Distributors, and Customers. This role enables our ability to increase our Castrol Brand value, ability to win new customers, and defend business. Lead the Organization and Sales Capabilities Roadmap planning and deployment across all teams that creates value for growth, people talent, and advance organizational capability uplift. Major focus on offers, programs, training to Sales teams, Customers, and Distributors. Collaborate closely with Global Talent & Learning, Strategy, and People & Culture teams to co-develop essential training offerings that support our growth objectives and the Onward, Upward, Forward Strategy. Promote the adoption of our digital tools within the business, aiming to increase self-service learning and continuing education opportunities. Oversee the strategic planning and execution of both internal and external events, such as conferences, forums, town halls, and regional sales conferences. These events are pivotal in fostering a culture of engagement and collaboration within the organization, engaging with our strategy, programs, priorities, and performance while also elevating the company's brand and nurturing customer relationships through impactful event experiences. Responsible for Castrol Early Careers programs including internship programs and permanent rotational programs. From recruitment, through placement and rotations across functional areas to final placement in the organization across the Americas PU. Partners with P&C on developing, supporting, and deploying key people programs, engagements, development & growth opportunities, career stories, Pulse reviews and action plans. Actively capture, curate, and share guidelines across the Americas and with other PUs to accelerate capability development, improve consistency, and scale proven approaches across markets. Create and sustain a collaborative working environment across the Americas by connecting teams, sharing knowledge, aligning priorities, and enabling cross-functional ways of working that improve engagement, consistency, and execution. Lead, coach, and develop direct team members, ensuring clear priorities, accountability, capability growth, and effective collaboration across the Americas PU. Responsible for key aspects of PU executive communication to provide the organization with awareness, education, and engagement around our strategy, ALT sessions, key initiatives, & people to foster effectiveness knowledge, media of communications, and potential feedback/response follow-ups.

Requirements

University undergraduate degree in Business, Operations, Sales, or Marketing
Sales experience - preferably across direct and indirect channels
Experience in markets in the PU preferred
People leader experience leading large teams
Substantial business operational experience and a strong commercial competence.
Expert in managing key initiatives with cross functional teams
Managed strategy and business implementation plans at leadership level
Minimum 5 years’ experience in communications and event planning or related field
Skilled in applying cost-effective strategies and tools while improving the impact and value of each event
Proven track record of creating and delivering high-impact events.
Experience in developing and accomplishing comprehensive event strategies and content that align with organizational goals and brand messaging.
A track record of successful budget management, including the creation of event budgets, negotiation with vendors, and cost optimization.
Ability to manage through influence and build strong relationships - Mastery
Excellent interpersonal and influencing skills, able to work at all levels of the company - Mastery
Ability to communicate complex problems and articulate solution options - Mastery
Strong business, performance, and commercial competence
Strong strategic problem solver and ability to see the big picture
Sales Coaching - Mastery
Customer Training - Mastery
Customer promise execution - Mastery
Customer relationship management - Mastery
Customer value proposition development and engagement - Mastery
Sector, market, customer and competitor understanding - Mastery
Offer and product knowledge – Mastery

Nice To Haves

An post graduate degree would be value added
Business fluency in English, Spanish, & Portuguese

Responsibilities

Develop and implement the Commercial Capability strategy for the PU working with the Global network
Strategically position the evolution of the capability offers for next 3-5 years to accommodate market/industry trends, technology advancements, AI, targeted offer themes, high value partnerships
Enable the capability advisors to activate lead generation, new customers, and high value account focus to assert a co-presence customer visits to pitch Castrol and win new business
Lead the Capability Advisors to develop evolving and rich content that increased our competitiveness, builds greater sales capabilities, and drives new thinking, knowledge, practice.
Own the technology and media advancements including AI on how content, engagement, market presence, and be delivered across the spectrum of Castrol collaborators
Working with key partners to define and manage capability offers to support the delivery on our strategic implementation plan playbook and road to 2030.
Define the Sales capability training programs to enhance product knowledge, selling skills, offers, SFO practices and new capabilities
Outline a yearly Roadmap of Key Customers and Distributor (DSR’s) capability programs and training to support Sales requirements
Collaborate with the sales leadership to develop the capability content for the PU across the automotive and industrial business – including capability requirements for channel partners
Work closely with the P&C team to identify & deploy in the Americas the right programs and tools for delivering the capability development plan for the sales team and other functions in line with the PU roadmap
Create standardisation in deployment, leverage digital and outsourcing where possible
Deploy programs through the sales team, SMEs and external trainers as required
Main point of contact with global Talent & Learning and other intercompany learning partners to work with relevant suppliers for converting content for local use - context and language as well as with external trainer(s) identified for delivery
Create a training calendar for markets in the PU and organize delivery of the training programs through – self-serve platforms, relevant SMEs including those in Sales, 3Ps where identified in line with global framework
Evaluate the effectiveness of these training programs and redevelops content/format where necessary
Share standard process across the Castrol capability network
Partner with PU LT and define the regional Annual Event & Engagement plan to increase awareness, understanding, and engagement with the company's initiatives.
Support the Event & Engagement advisor with the Inventory all PU events and engagements taking place to determine potential efficiencies, ownership of management, assurance of meeting requirements, and cost effectiveness
Define the to-be event and engagement process flows, owners, DOA, etc. for the PU.
Own the large regional events & engagements for Sales conferences, business conferences, town halls, key people engagement, workshops, distributor forums, to coordinate, plan, and organize all facets in collaboration with team members and local leadership
Own the yearly E&E budget and spend management
Negotiate with vendors, track budget vs. actual expenditures across all levels, and optimize resources to deliver high-quality events within financial constraints.
Ensure effective use of media technology is in place to deliver the events coordinating with I&E, local facilities, and 3rd parties.
Ensure all HSSE and risk assessment requirements are met for each event
Ensure the completion of post event survey’s, lessons learned, and identify improvements for future events
Skilled in applying cost-effective strategies and tools to ensure transparency and accountability, while improving the impact and value of each event
Lead the development of operational procedures and work instructions, enabling team members to successfully complete internal and external events.
Lead, coach, and develop direct team members, ensuring clear priorities, accountability, capability growth, and effective collaboration across the Americas PU.
Responsible for key aspects of PU executive communication to provide the organization with awareness, education, and engagement around our strategy, ALT sessions, key initiatives, & people to foster effectiveness knowledge, media of communications, and potential feedback/response follow-ups.