Sales Senior Manager - Indirect (DIFM) PCMO & CVO, Mexico

Requirements

• Bachelor's degree or equivalent experience in Business, Engineering, Marketing, or a related field (MBA or postgraduate qualification desirable).
• Validated commercial experience, ideally in lubricants, automotive aftermarket, FMCG, chemicals, or related B2B distribution-led industries.
• Consistent record leading and developing teams and managing through a distributor (indirect) network with clear P&L accountability.
• Demonstrated success in business development: acquiring new customers, building joint business plans, and improving channel execution field.
• Solid understanding of PCMO (Auto

Benefits

Additional Information

Entity: Customers & Products Job Family Group: Sales Group Job Description: The Indirect Sales Sr. Manager PCMO & CVO is accountable for the end-to-end execution of the Mexico indirect channel strategy across PCMO (Auto & Moto) and CVO (Commercial Vehicles / Diesel). This role is responsible for the channel P&L, leads the Distributor Business Manager team, and builds high-performing partnerships with distributors and key collaborators to deliver volume, revenue, and margin growth while strengthening execution, compliance and customer value creation. Job Summary Channel strategy & P&L ownership Be responsible for the indirect channel strategy and annual operating plan for PCMO and CVO in Mexico, translating strategic priorities into quarterly and monthly execution plans. Own channel P&L: handle price/mix, trade investment, and cost-to-serve levers to deliver profitable growth and working capital field. Establish clear target cadence (volume, revenue, GM, mix, trade spend value, distributor health, overdue debt, service levels, pipeline, conversion and retention). Distributor (DIFM) network leadership & development Lead distributor landscaping, segmentation and high-grading: coverage design, capability requirements, governance, and performance management by region and segment. Negotiate, implement and make sure distributor commercial frameworks (targets, service standards, route-to-market execution, reporting, compliance, and brand standards). Drive distributor capability building (sales force effectiveness, technical selling, installer activation, fleet selling, merchandising, e-commerce readiness, and HSSE/quality compliance). Ensure robust credit, inventory and cash field with Finance and Supply Chain: debtors management, stock norms, and risk controls. Business development & customer acquisition (PCMO + CVO) Grow installer and workshop penetration through targeted programmes, value propositions, and joint business plans with distributors (including Auto and Moto installer propositions). Expand CVO footprint by developing fleet solutions and partnerships (fleets, workshops, tyre/parts chains, service networks) and by improving conversion of found opportunities. Lead prospecting and pipeline management for indirect-led acquisition: define ICPs, prioritise accounts, run structured funnel reviews, and close opportunities through distributor execution. Coordinate with any direct sales motions where relevant, ensuring clear rules of engagement and maximising total Castrol profitability. S&OP, forecasting & performance management Run monthly (and in-month) channel performance reviews, highlighting vulnerabilities and opportunities and ensuring corrective actions are owned and supervised. Lead the indirect channel demand plan: forecast by distributor/region/segment, integrating base volumes, incremental volumes, new products, and gain-loss adjustments. Ensure focused reporting of gains/losses and pipeline conversion, feeding S&OP and leadership decision-making with high-quality insights. Customer value, marketing execution & portfolio Partner with Marketing to shape and implement installer programmes, promotions, and portfolio activation (including premium synthetics and differentiated propositions). Champion customer value selling and value chain understanding: articulate total value (performance, protection, uptime, TCO) rather than price-only conversations. Monitor and communicate competitive threats, channel trends, and customer needs; translate insights into action plans. Governance, compliance, contracts & HSSE Ensure adherence to contractual requirements, quality assurance, and regulatory obligations, working closely with internal bp/Castrol teams. Maintain a strong Code of Conduct and Speak Up culture across the distributor network; ensure third parties follow required standards. Embed HSSE/Wellness expectations into ways of working for self, team, and partners. People leadership & capability Lead, coach and develop Distributor Business Managers: set clear expectations, provide performance feedback, and build succession and capability depth. Create an empowered, energised and inclusive team culture aligned with bp/Castrol values and leadership expectations. Drive adoption of digital tools and data-driven selling across the team and distributor organisations (Salesforce, Power BI/Tableau, Castrol)

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