[Hiring] Indirect Area Sales Manager @bp

Role Description

The Area Sales Manager (ASM) will sell, grow and support all Castrol Passenger Car Oil (PCO) business in the assigned geography (MI, OH, IN, W. PA) through our distributor network and via direct accounts. PCO ASMs drive results and performance through the execution of key accountabilities described below. Role focuses on new business, account management, and OEM, Walmart ACC and Key Account field activation as required.

• Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments including both the direct and indirect sales model.
• This role is expected to be in the market visiting customers and prospects four days per week.
• Ensure Distributor Sales Representatives in the assigned area are supported, trained and have the tools needed to drive Castrol business on their paper in Castrol’s PCO focused segments.
• Prospecting, pipeline development in Salesforce and accountability for closing opportunities within territory.
• Accountable to maintain a robust pipeline for both direct and indirect prospects.
• Leverage PowerBI to manage territory effectively, by proactively overseeing and managing new, growing, declining, and lost accounts.
• Demonstrate, teach and train Distributor Sales Representatives on how to prospect and close business using Castrol programs, ensuring access to all selling tools.
• Support the onboarding of OEM, Walmart ACC and Key Accounts as required.
• Utilize Salesforce CRM daily to manage account relationships, pipeline, and build connections within both the customer and our organization, leveraging digital tools like PowerBI, Castrol Insights, and Turfview.
• Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.

Qualifications

• High School Diploma or equivalent. Bachelor’s degree preferred.

Requirements

• 80% travel is required for this position (50-60% overnight).
• Working remotely and autonomously in sales territories.
• Implement advanced Value Selling techniques to improve value for both our customers and Castrol, negotiate with customers within agreed DOA ensuring not to make any promise that cannot be delivered.
• Solid ability to identify sources of value and overcome objections.
• Develop world class partnerships and relationships with large customers.
• Prospect customers require the Area Sales Manager to actively build new relationships to gain access to business opportunities.
• Budgeting, forecasting, and financial management skills experience relative to the profitable execution of the sales plan.
• Fully proficient working with digital sales platforms such as Salesforce and Microsoft Office (Word, Powerpoint, Excel, Outlook, Teams).

Benefits

• Base pay range: $110,000 - $125,000.
• This position is eligible for US Benefits Select.
• Paid vacation depending on your years of relevant industry experience, ranging from 120 – 240 hours of vacation per year for full-time employees (60 - 240 hours for part-time employees).
• Eligible for 9 paid holidays per year and 2 personal choice holidays.
• Parental leave policy offering up to 8 weeks’ paid leave for the birth or adoption of a child.
• Discretionary annual bonus program and long-term incentive program.
• Generous retirement benefits including a 401k matching program and pension for eligible employees.
• Access to health, vision, and dental insurance, as well as life and Short-Term Disability and Long-Term Disability.