Ensure business information including sales forecast, distributor and workshop customer information reflected properly in Castrol internal systems. Ensure customer voices and market dynamics and competitor’s move are reflected internally to support business decision. Lead or act as the focal point for the assigned projects in the territory. Coach peer DSR Supervisors in the same territory. Ensure that all activities conducted through 3rd parties or intermediaries in country comply fully with our own CoC and local competition legalization. Ensure compliance with country regulations, BP Group, Segment and regional policies and standards.
Summary Decision Rights
Determine Sell Out target for distributor overall for the territory and each DSR individually.
Decide the channel activation activity set within the territory.
Resource allocation with following governance principles for the territory
Job Holder Requirements
(Minimum education, experience & capabilities)
Education
Minimum: Bachelor’s degree.
Experience
Minimum 8 years relevant working experience in distributor sales and management.
Track record of delivery of sales targets and performance
Experience/track record/confidence representing the company externally and managing and negotiating professionally with large sized distributors.
Experience and track record of distribution channel activation strategy design and implementation.
Ability to travel with efficient travel plan.
Experience of directly leading frontline sales team preferred
Track record with leading examples regarding distribution penetration improvement in high tier or low tier markets preferred, based on the requirements of the business territory assigned.
Skills & Competencies
Ability to develop and implement strategic and tactical business plans.
Adequate understanding about distribution business financials and be able to support distributors’ business sustainability.
Ability to be hands on and provide coaching to and motivating frontline sales force. Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations
Travel Requirement
Negligible 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
Account strategy and business planning, Account strategy and business planning, Agility core practices, Business Acumen, Channel Management, Channel marketing activation, Coaching, Commercial Acumen, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Offer execution and growth, Partner relationship management {+ 2 more} . 

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.
