North Central Regional Sales & Activation Manager

2d•$139,000 - $257,000•Remote

About The Position

The Region Manager is accountable for the execution of the DIFM & HD channel strategy, leading Area Sales Managers, and growing profitable volume growth within the assigned region (North Central: CT, DE, MA, MD, ME, NH, NJ, NY, PA, RI, VT, WV, IN, MI, OH).

Requirements

Bachelor’s degree in relevant field of study preferred.
Minimum of 8-10 years of sales, sales management and/or marketing experience selling products through a distributor network.
Proven cross functional project management experience and working within multi layers of an organization.
Proven experience in the execution of marketing programs.
Experience in the management of programs and offers.
Working knowledge of Auto and HD business.
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.

Responsibilities

People leadership: hire, train, coach, and performance manage Area Sales Managers to ensure their success in the field.
Oversee prospecting activity of ASM’s for direct opportunities of 25,000+ gallons.
Lead comprehensive sales pipeline reviews of key prospects and accounts at risk with staff and ensure ASMs maintain an updated pipeline within Salesforce on a regular ongoing basis.
By leveraging PowerBI, ensure Area Sales Managers proactively manage their territories by reviewing new, growing, declining, and lost accounts, with all updates accurately reflected in Salesforce.
Ensure the team leverages digital tools to support territory management including the use of Salesforce, Power BI, Castrol Insights, SYNC and TurfView.
Focus the team on the acquisition of new customers utilizing the direct and indirect sales model.
As needed, provide forecast support, communicate incremental volumes, at risk volume, and products per the S&OP process.
Collaborate with the East Sales Manager PCO HD and Distributor Strategy Manager to high grade the distributor network and assess the need for additions and offboarding in the region.
Ensure WD contractual and QA adherence.
Interface with finance and pricing teams for CET modeling, pricing approvals, trade loans, price move execution, and all financial analytics related to the region.
Work with OEM and National Accounts teams to support and grow direct sales.
Support DIFM leadership in the continuous assessment, and where applicable, execution of new route to market business models within the region
Collaborate with DIFM management and marketing team to provide input into distributor and installer programs and new products.
Monitor and communicate competitive threats and trends.
Drive the people agenda to build an empowered, diverse workforce aligned with business needs.
Foster a positive culture that embodies BP’s values, HSSE, leadership expectations, and a Speak Up culture.
Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.