Indirect Area Sales Manager - HD & PCO

3d•Remote

About The Position

The Area Sales Manager (ASM) will sell, grow and support all Castrol Heavy Duty & Passenger Car Oil business in assigned geography through our distributor network and direct accounts. ASMs drive results and performance through the execution of key accountabilities described below. Role focuses on new business, account management, and OEM. Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments including both the direct and indirect sales model. The role requires being in the market four days per week to visit customers and prospects and drive territory performance. Support and develop the Wholesale Distributor DSR sales force in the assigned area through targeted training, tools, and sales enablement to drive BP/Castrol performance and achieve consistent pipeline coverage in priority segments. Maintain a robust pipeline in Salesforce CRM for direct and indirect prospects, ensuring the opportunity coverage needed to meet or exceed business targets. Prospect and build a robust Salesforce CRM pipeline while owning the closure of all opportunities within the territory exceeding 25,000 annualized gallons. Leverage data and analytics tools to effectively manage the territory by proactively tracking new, growing, declining, and lost accounts. Demonstrate, teach and train DSRs on how to prospect and close business using Castrol programs, ensuring access to digital product catalog, sell sheets, pricing and other selling tools. Support the onboarding, servicing, and strategic management of OEM and key accounts to ensure a positive customer experience and alignment to business goals. Leverage Salesforce CRM to manage customer engagement, monitor opportunity progression, and ensure a clear and accurate view of territory performance. Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.

Requirements

High School Diploma or equivalent.
This role requires up to 80% travel, including 50% overnight travel.
Work remotely with a high degree of autonomy to plan, prioritize, and execute sales activities across assigned territories.
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.
Strong capability to uncover value opportunities and confidently address and overcome customer objections.
Proven ability to develop and sustain world‑class partnerships with large and strategic customers.
Ability to proactively prospect and build new customer relationships to access and develop 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 Salesforce and Microsoft office.
Customer Relationship Management
Products and Program Knowledge
Customer Segmentation & Channel Management
Account Strategy & Planning
Distributor Management
Territory Management
Customer Profitability & Value Chain Understanding

Nice To Haves

Bachelor’s degree preferred.

Responsibilities

Sell, grow and support all Castrol Heavy Duty & Passenger Car Oil business in assigned geography through our distributor network and direct accounts.
Drive results and performance through the execution of key accountabilities.
Focus on new business, account management, and OEM.
Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments including both the direct and indirect sales model.
Visit customers and prospects and drive territory performance four days per week.
Support and develop the Wholesale Distributor DSR sales force in the assigned area through targeted training, tools, and sales enablement to drive BP/Castrol performance and achieve consistent pipeline coverage in priority segments.
Maintain a robust pipeline in Salesforce CRM for direct and indirect prospects, ensuring the opportunity coverage needed to meet or exceed business targets.
Prospect and build a robust Salesforce CRM pipeline while owning the closure of all opportunities within the territory exceeding 25,000 annualized gallons.
Leverage data and analytics tools to effectively manage the territory by proactively tracking new, growing, declining, and lost accounts.
Demonstrate, teach and train DSRs on how to prospect and close business using Castrol programs, ensuring access to digital product catalog, sell sheets, pricing and other selling tools.
Support the onboarding, servicing, and strategic management of OEM and key accounts to ensure a positive customer experience and alignment to business goals.
Leverage Salesforce CRM to manage customer engagement, monitor opportunity progression, and ensure a clear and accurate view of territory performance.
Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.