Indirect Distributor Business Manager, IL/IN/MI/OH

bp

1d • Remote

About The Position

The Distributor Business Manager (DBM) is the single point of accountability for their associated distributors regarding volume and scorecard performance. This role covers the geography of IN, MI, OH, portions of WV and western PA. The DBM is responsible for actively supporting the Area Sales Managers with heavy duty and passenger car accounts and growing distribution within their existing customer base. The role involves onboarding new prospects and contributing to pipeline reviews, supporting new customer acquisition through indirect and direct sales models. The DBM acts as a single point of accountability to ensure distributors align with HSSE, Product Quality, Brand, and Ethical standards. This position also involves co-ownership with the Distributor Strategy Manager in all aspects of the distributor strategy for the assigned geography. bp is an international energy company committed to fostering an inclusive environment where everyone is respected and treated fairly, supporting employees to learn and grow in a diverse and ambitious environment.

Requirements

• Proven cross functional project management experience.
• Working within multilayers of an organization.
• Proven experience in the management and execution of marketing programs and offers.
• Products & Services Knowledge.
• Customer Segmentation & Channel Management.
• Account Strategy & Planning.
• Customer Relationship Management.
• Distributor Management.
• Customer Profitability & Value Chain Understanding.
• Measuring & Demonstrating Customer Value.
• Leading Understanding of Contracts & Contract Management.
• Deal Closure.
• Account strategy and business planning.
• Business Acumen.
• Channel marketing activation.
• Commercial Acumen.
• Customer and competitor understanding.
• Customer Profitability.
• Customer promise execution.
• Customer Segmentation.
• Customer Training.
• Customer Value Proposition.
• Digital Fluency.
• Internal alignment.
• Managing strategic partnerships.
• Marketing strategy and programmes.
• Negotiating value.
• Negotiation planning and preparation.
• Offer and product knowledge.
• Partner relationship management.
• Sales forecasting/demand planning.
• Sector.
• Territory Management.

Nice To Haves

• Bachelor’s degree in relevant field of study.
• Sales, sales management and/or marketing experience selling products through a distributor network.
• Working knowledge of the Automotive and Heavy Duty business.

Responsibilities

• Act as the single point of accountability for associated distributors as it pertains to volume and scorecard performance.
• Actively support the Area Sales Managers with heavy duty and passenger car accounts.
• Grow distribution within their existing customer base.
• Onboard new prospects.
• Contribute to bi-monthly pipeline reviews.
• Support acquiring new customers using both indirect and direct sales model.
• Contribute and support region’s weekly pipeline call.
• Conduct quarterly distributor performance reviews with key WDs, focusing on key prospects, at-risk accounts, and Scorecard metrics.
• Create and implement an action plan to address underperformance when performance is below target.
• Perform monthly forecasting for distributors and direct accounts as part of the region's S&OP demand plan, including base volume, incremental volumes, new products, and adjustments for gain-lost accounts.
• Ensure distributor partners have access to and are leveraging Castrol selling tools, including SYNC, training, the digital product catalog and sell sheets.
• Manage key activities with all Allison Dealers/Distributors and Motorcycle Distributors within assigned geography.
• Act as single point of accountability to ensure distributor is aligned with all HSSE, Product Quality, Brand and Ethical standards.
• Partner with internal teams to ensure Turfview accuracy and resolve any late pay issues as required.
• Provide input into distributor / installer programs, new products and communicate to marketing competitive threats and trends.
• Co-own and be accountable, in conjunction with the Distributor Strategy Manager, for all aspects associated with the distributor strategy for the assigned geography.
• Use Salesforce CRM daily to manage account relationships, pipeline, and build sustainable connections within both the customer and our organization, leveraging digital tools like PowerBI, Castrol Insights, and Turfview.
• Comply with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.

Benefits

• Flexible working options
• Generous paid parental leave policy
• Excellent retirement benefits
• Reasonable accommodation for individuals with disabilities to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees