Distributor Business Specialist

As a Distributor Business Specialist at Bp, you will be the single point of accountability for your associated distributors regarding volume and scorecard performance.

What you will deliver

• Conduct monthly distributor performance reviews, focusing on key prospects, accounts at risk, and Scorecard metrics to drive accountability for Castrol sales results.
• Create action plans to address underperformance and own the execution of these plans.
• Review key prospects and accounts at risk with staff and report results internally.
• Forecast monthly for distributors and direct accounts as part of the demand-plan, including analysis and projections.
• Monitor in-month performance of distributors and direct accounts, flagging opportunities and vulnerabilities.
• Manage distributors' inventory levels according to Castrol guidelines.
• Support Castrol Branded Workshop offers and ensure distributor understanding of these offers.
• Act as the single point of accountability for distributor alignment with HSSE, Product Quality, Brand, and Ethical standards.
• Maintain Turfview accuracy and ensure up-to-date accounts receivables with distributors.
• Provide input into distributor and installer programs, new products, and competitive threats.
• Execute detailed plans and manage sales processes with a focus on acquiring new customers through the indirect sales model.
• Ensure compliance with bp's Code of Conduct, Values and Behaviors, and HSSE Standards.
• Effectively use Salesforce tools to manage account relationships and build sustainable relationships.
• Utilize digital tools such as Salesforce, Power BI, and Turfview to support territory management.
• Manage business relationships with distributors, key workshop owners, and customers, collaborating with internal teams.

What you will need to be successful

• Minimum of 5 years of experience in managing sales.
• Proven track record in achieving sales targets.
• Experience in customer and channel management.
• Proven cross-functional project management experience.
• Experience in the execution of marketing programs and management of programs and offers.
• Bachelor's degree or equivalent experience in a relevant field of study.

Skills & Competencies

• Products & Services Knowledge
• Customer Segmentation & Channel Management
• Account Strategy & Planning
• Customer Relationship Management
• Distributor Management
• Customer (Distributor) Profitability & Value Chain Understanding
• Measuring & Demonstrating Customer Value
• Leading Understanding of Contracts & Contract Management
• Deal Closure

At bp, we provide the following environment and benefits to you:

• A company culture valuing diverse and unified teams.
• Possibility to join social communities and networks.
• Learning and development opportunities.
• Life and health insurance, medical care package, and other benefits.