Territory Sales Manager - Indirect Channel

Requirements

• Commercial Acumen, Customer Profitability, Customer Value Pr

Benefits

Additional Information

Entity: Customers & Products Job Family Group: Sales Group Job Description: Territory Sales Manager indirect channel based in Lima is 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 described below. What you will deliver - 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 underperformance, identification of actions to close the gap and owns the execution of the action plan. - Conduct monthly regular robust review of sales & Operational Planning (S&OP) process. - Forecast monthly for distributors 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 to flag opportunities and vulnerabilities as part of the S&OP process. - Accountable to manage distributors' national account delivery for fee performance and ensure product handling, quality and inventory levels are in line with bp's guidelines. - Support Castrol Branded Workshop offers and ensure distributor understands offers and Castrol's approach to direct and indirect sales efforts. - Act as single point of accountability to ensure distributor is aligned with all HSSE, Product Quality, Brand and Ethical standards. - Accountable to ensure accuracy is maintained and that accounts receivables with distributors is current and update to date. - Provide input into distributor and installer programs and new products and communicate to marketing competitive threats and trends. - Implement 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 Salesforce 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. Experience and Qualifications - Seasoned professional with vast experience in the relevant field; - Bachelor's degree in relevant field of study; - Experience with data analysis, excel, Salesforce, Power BI, - Customer and channel management experience.; - Proven cross functional project management experience and working within multilayers of an organization; - Proven experience in the execution of marketing programs; - Experience in the management of programs and offers. Skills & Competencies - Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Deal Closure You will work with The Territory Sales Manager will report to the Sales Manager Peru- Colombia-Bolivia and will work in a team of 3 sales managers distributed at the countries mentioned above; The key external partners will be the distributors and the internals will be the support areas, such as Marketing, Logistics; Customer Services, Legal, People & Culture. Note This position is an Individual Contributor English language, intermediate Company car is provided Highly desirable experience in Automotive and/or Lubricants Candidate - Lima, based Why join us At bp, we support our people to learn and grow in a diverse and high-reaching 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 to enable your work to fit with your life. 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. BEWARE - RECRUITMENT FRAUD It has come to our attention that there are a number of fraudulent emails from people pretending to work for bp. Please be advised that we do not require any forms of payment or course by applicants to be considered for open positions. Travel Requirement Up to 50% 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

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