Indirect Area Sales Manager - PCO, NC/VA/KY

5d•Hybrid

About The Position

Job Purpose The Area Sales Manager (ASM) will sell, grow and support all Castrol PCO business in assigned geography through our distributor, direct account, and SAPD network. PCO ASMs drive results and performance through the execution of key accountabilities described below. Role focuses on new business, account management, and OEM, PCNA, Walmart ACC, and SAPD field activation as required. Key Accountabilities Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments including both the direct and indirect sales model. This role is expected to be in the market visiting customers and prospects four days per week. Ensure WD DSR sales force in assigned area is supported, trained and has the tools to drive BP/Castrol business of 25,000 gallons or less on their paper in Castrol’s PCO focused segments. Prospecting, pipeline development in Salesforce and accountability for closing opportunities within territory of 25,000+ gallons (annualized) on a direct basis. Accountable to maintain a robust pipeline for both direct and indirect prospects. Leverage PowerBI to manage territory effectively, by proactively overseeing 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 of OEM, PCNA, Walmart ACC and key accounts as required. Utilize Salesforce CRM daily to manage account relationships, pipeline, and build connections within both the customer and our organization, leveraging digital tools like PowerBI, Castrol Insights, and Turfview. Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards. Experience 80% travel is required for this position (50-60% overnight). Working remotely and autonomously in sales 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. Solid ability to identify sources of value and overcome objections. Develop world class partnerships and relationships with large customers. Prospect customers require the Area Sales Manager to actively build new relationships 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 Salesforce and Microsoft office.

Requirements

80% travel is required for this position (50-60% overnight).
Working remotely and autonomously in sales 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.
Solid ability to identify sources of value and overcome objections.
Develop world class partnerships and relationships with large customers.
Prospect customers require the Area Sales Manager to actively build new relationships 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 Salesforce and Microsoft office.

Responsibilities

Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments including both the direct and indirect sales model.
Ensure WD DSR sales force in assigned area is supported, trained and has the tools to drive BP/Castrol business of 25,000 gallons or less on their paper in Castrol’s PCO focused segments.
Prospecting, pipeline development in Salesforce and accountability for closing opportunities within territory of 25,000+ gallons (annualized) on a direct basis.
Accountable to maintain a robust pipeline for both direct and indirect prospects.
Leverage PowerBI to manage territory effectively, by proactively overseeing 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 of OEM, PCNA, Walmart ACC and key accounts as required.
Utilize Salesforce CRM daily to manage account relationships, pipeline, and build connections within both the customer and our organization, leveraging digital tools like PowerBI, Castrol Insights, and Turfview.
Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.