VP Sales, Do-It-For-Me (DIFM)

BP•Wayne, NJ

27d•Hybrid

About The Position

Driving Castrol’s growth across the Americas through strategic leadership, empowered teams, and high-performance channel execution. Role Overview Leads the PCO & HD Indirect Sales teams to deliver the channel sales strategy and meet in-year performance targets. The role is accountable for all PCO & HD indirect and national account sales results across the country, including Volume, GM, Working Capital, and HSSE. As a member of the Americas Leadership Team (ALT), the role also contributes to delivery of the overall Operational Business Plan (OBP) and financial results for the performance unit (Volume, Net Turnover, GM, TCC, RCOP, Working Capital).

Requirements

Strong entrepreneurial approach with a clear sense of ownership and accountability.
Ambition to grow into broader leadership roles, including potential General Manager or Market Leader pathways.
Advanced tenure (10+ years) of experience in sales, marketing, or related fields, including 5+ years working with distributor networks.
Experience leading diverse, high-performing teams in senior roles.
Ability to think strategically and translate direction into clear, practical plans.
Skilled at motivating teams, building capability, and supporting others to deliver results.
Comfortable operating in a matrixed environment with multiple interested parties and customer interfaces.
Confident handling senior-level negotiations and building strong relationships with key partners.
Creative problem-solver who can bring fresh ideas to business challenges.

Nice To Haves

Strong sales and marketing capability, with experience delivering results in sophisticated environments.
Confident representing the company externally and working with large distributors.
Expertise in Account Strategy & Planning and Account Development.
Expertise in Measuring and Demonstrating Customer Value.
Deep understanding of customer profitability and value chains.
Strong knowledge of sector dynamics, market trends, customer behaviour, and competitor landscape.

Responsibilities

Accountable for setting and implementing the channel strategy to support the performance unit’s business strategy and materially grow Castrol’s presence in the Do-It-For-Me channel.
Develop and implement the business strategy for the country’s Auto/HD indirect business, translating it into clear plans at both team and individual levels, driving Castrol’s presence in key segments such as Wholesale Distributors, SAPDs, NAPDs, etc.
Leading PCO/HD Indirect team by building an efficient and integrated business, ensuring strategic focus is maintained and financial targets delivered both PCO & HD, building the distributor or channel partner capability.
Lead, coach and empower sales team to achieve the targeted levels in volume, net turnover and margin & scorecard items as per Annual Business Plans with distributor and channel partners and national accounts.
Ensure business plans are on target and each team member has a corresponding action plan in place to collaborate with their business partners & deliver targets.
Coordinate activities across channels so that our RTM and profit is optimized for the overall business.
Lead high level senior relationships with key strategic distributors and national accounts.
Continually challenge existing route to market and develop compelling cases to conduct further improvements, optimizations and interventions
Contribute to develop compelling offers to distributors, indirect customers and consumers to underpin annual business plans and targets.
Handle trade spend and sales cost in a responsible fashion to drive productivity and efficiency.
Build pipeline of growth opportunities and focus on conversion of key opportunities.
Ensure that all activities conducted through 3rd parties or intermediaries comply fully with our own Code of Conduct and local competition legalisation.
Ensure compliance with relevant country regulations, BP Group policies and standards.
Ensure utilization from your direct reports of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights and TurfView.
Line Manager utilization of our digital tools, including Salesforce and Castrol Insights to support overall business management.
Adopt and apply the Castrol perspective which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo.
Own the people agenda, developing an empowered, energized, and diverse workforce with the capabilities to meet current and future business needs.
Nurture a positive organizational culture, embedding bp’s values and behaviours, HSSE/Wellness, Leadership Expectations, the Code of Conduct, and a strong Speak Up culture