Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The Territory Sales Managers for Castrol South America are the single point of accountability for their associated distributors as it pertains to the volume and scorecard performance. Responsible to get results and performance through the execution of key accountabilities in the following countries: Paraguay and Bolivia. This position will be located in Santiago, Chile.

Key Accountabilities:

• Conduct monthly distributor performance reviews, which consist of a robust review of key prospects and accounts at risk and thorough review of Scorecard metrics and performance manage distributors to drive accountability for Castrol sales results. When performance is not at target levels on scorecard metrics, is accountable to create action plan to address under-performance, identification of actions to close the gap and owns the execution of the action plan.
• Forecast monthly for distributors and direct accounts as part of region’s S&OP demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.
• Accountable to monitor in-month performance of distributors and direct accounts and to flag opportunities and vulnerabilities as part of the S&OP process.
• Accountable to ensure Turfview accuracy is maintained and that accounts receivables with distributors is current and update to date.
• Provide input into distributor about sales programs and new products and communicate to marketing competitive threats and trends.
• Complete detailed plans and manage sales processes in the region with the focus on acquisition of new customers using the indirect sales model.
• Effective daily use of available Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.
• Accountable to accompany Distributor's sales force field work when required, providing guidance and support.
• Define the distributors targets, performance metrics and business plans in line with the organization’s objectives.

Experience and Qualifications:

• Products & Services Knowledge, ideal from mass market product categories.
• Experience in Customer Segmentation & Channel Management, Account Strategy& Planning
• Proven knowledge on Distributors Management, Customer Profitability & Value Chain, understanding, measuring & demonstrating Customer Value.
• Leading Understanding of Contracts & Contract Management.
• Advance use of MS Excel desired.

Key Partners:

• Castrol Regional Sales Manager for Southern (andean) Cluster as your team leader and line manager.
• Castrol Territory Sales Manager for Chile and Uruguay as your peer.
• Castrol Marketing Manager for Southern (andean) Cluster as SPA for marketing in your countries.
• Castrol Demand Lead for S&OP support and planning.
• Castrol Credit Control Americas for financial support and collections.
• Castrol South America Customer Service for support in all matters related with Customer Orders, Invoicing and Shipping.

Why join us

At bp, we support our people to learn and grow in a diverse and ambitious environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly.

There are many aspects of our employees’ lives that are meaningful, so we offer benefits ( https://exploreyourbenefits.com/landing.html) to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and excellent retirement benefits, among others!

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Travel Requirement

Up to 25% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Commercial Acumen, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding, Territory Management

Legal Disclaimer:

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.