• Territory Sales Manager Jobs in United States Of America - 23845933

  • Castrol India Ltd
  • United States Of America, Usa

Job Description:

Job profile summary The Territory Sales Manager will sell, grow and support all Castrol Heavy Duty business in assigned geography through our distributor network and direct accounts The role will support and share responsibility with Distributor Business Manager (DBM) in the overall distributor management and will manage assigned direct OEM and National/Key Accounts

Job Advert Job Summary

The Territory Sales Manager will sell, grow and support all Castrol Heavy Duty business in assigned geography through our distributor network and direct accounts The role will support and share responsibility with Distributor Business Manager (DBM) in the overall distributor management and will manage assigned direct OEM and National/Key Accounts

Key Responsibilities

Work with Wholesale Distributor (WD) Sales force in assigned area to drive BP/Castrol business
Assist DBM in developing Distributor Sales Rep (DSR) capabilities to sell Castrol which entails training and coaching DSRs on Castrol products and programs both one on one and in large group settings
Support DSRs in developing business relationships with larger indirect accounts
Demonstrate, teach and train the DSRs how to prospect using Castrol programs and online tools
Assist DBM in overall distributor management including scorecard performance
Assist in creation and execution of WD Sales & Marketing Plans
Manage smaller volume WD within assigned geography that are not strategic in nature (Authorized distributors)
Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments
Direct responsibility and management of direct accounts (including OEM, National and Key Accounts)

Key Challenges Up to 75 PERCENT travel is required for this position including overnights
Working remotely and autonomously in sales territories Self-motivated
Communicate and manage relationship with functions to ensure support requests are acted on and implemented internal and external for/with WD
Implement advanced Value Selling techniques to maximise value for both our customers and Castrol, negotiate with customers within agreed DOAs ensuring expectations are set and met
Develop world class partnerships and relationships with large customers
Prospecting customers requires the Channel Sales Specialist to actively build new relationships in order to gain access to business opportunities
Effectively use Customer Relationship Management tool- Salesforcecom and others to manage all aspects of the account relationship

Required Education and Experience Bachelors degree strongly preferred
Minimum 3-5 years sales experience selling consumer products and/or commercial lubricants through distributor channel or direct
Proven ability in territory sales management including creative and fact-based selling, with experience selling to direct and indirect buying accounts
Budgeting, forecasting, and financial management skills experience relative to the profitable execution of sales plans
Solid ability to identify sources of value and overcome objections
Excellent computer skills (Microsoft office, SFDC, SAP are some of our highly utilized systems)

About BP We are a global energy business involved in every aspect of the energy system We have 75,000 employees in 80 countries, working towards delivering light, heat and mobility to millions of people, every day We are one of the very few companies equipped to solve some of the big complex challenges that matter for the future We have a real contribution to make to the worlds ambition of a low carbon future Join us, and be part of what we can accomplish together

The Downstream segment has global manufacturing and marketing operations It is the product and service-led arm of BP, made up of three businesses (Fuels, Lubricants, and Petrochemicals)

We aim to run safe and reliable operations across all our businesses, supported by leading brands and technologies, to deliver high-quality products and services that meet our customers needs

Disciplined execution of our strategy is helping improve our underlying performance, capture opportunities for further growth, generate attractive returns and create a more resilient business that is better able to withstand a range of market conditions; and create opportunities for future growth

Profile Summary:

Employment Type : Full Time
Eligibility : Any Graduate
Industry : Petroleum/Oil and Gas/Power, Manufacturing/Industrial
Functional Area : Sales/Business Development
Role : Channel Sales
Salary : As per Industry Standards
Deadline : 18th Apr 2020

Key Skills:

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