Indirect Regional Sales Manager - North

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Job Purpose

• As a member of industrial sales leadership team, this role leads a sales team to build up robust indirect partner network to deliver our short-term financial target and middle-long term growth aspirations in line with annual plan and CIP plan in the assigned region or territory. Accountable for sales target volume, turn-over, gross margin, DSO/over-dues and TCC performance targets while leading, supporting and coaching the team of direct reports.

Key Accountabilities:

• As a member of the industrial sales leadership team, contribute to the development and implementation of the MWBs cross functional team;  
• Deliver regional HSSE performance targets and ensure safety is the number one priority for our people and all of our activities. Creating and role-modeling a phycological safety environment as well as promoting speak-up culture.
• Responsible for grow indirect must-win-battles in assigned regions. Implement Industrial route-to-market transition plan by translating it into clear designs of partner network in the assigned region, grow the strategic indirect partners, and  increasing/optimizing channel efficiency to serve sustainable long term value creation target of the company.
• Lead the team to drive the professional distributor management through joint-distributor-development plan, distributor’s sell-in & sell-out management, pipeline management, distributor capability growth, digitalization and distributor’s top key account management.
• Lead the team to win region’s key account through indirect partners/service providers. Manage/own the relationship with region’s key account.
• Lead sector sales specialist to act as national champion for assigned sector to share in-depth understanding of sector trend/knowledge, design sector offers with closely working with cross-functional team, and lead national winning in key selective sector through driving/coordinating other sector customers development in other regions.
• Work closely with global key account team, national key account team, and sector sales specialist to maximize Castrol’s value;
• Make the sales planning to achieve the target through pipeline management, LBM, V&O, joint-distributor-plan. Deliver regional financial performance targets including Volume, NTO, Cash, GM, Overdue and TCC’s.
• Lead the bottom up forecast of region with strictly following the process and ensure continuous improvement of forecast accuracy
• Lead, coach, motivate team to achieve the targeted performance metrics & scorecard items
• Develop regional sales succession plans by building a robust talent pipeline, growing leadership capability and technical expertise, establishing a culture of excellence and high performance and embedding BP’s Diversity & Inclusion agenda.
• Improve and deliver customer experience in targeted sectors and customer groups. Ensure delivery of our promises by seeking continuous improvement and efficiency in all operations making sure the voice of the customer is represented in every decision we make. Drive standardization of our sales offers in line with our basic customer offer.
• Ensure that all activities conducted through 3rd parties or intermediaries in region comply fully with our own CoC and local competition legalization. Ensure compliance with country regulations, BP Group, Segment and regional policies and standards (e.g. Picasso).

Requirements:

Education

• Minimum: Bachelor degree. Engineering is preferred. MBA is a plus.

Experience

• More than 15 years working experiences, 10 more years of strong B2B sales experiences and 3more years sales management experiences
• A well-rounded business experience working in a matrix organization with complex customer interfaces
• Experience to develop commercial plan and account plans​
• Experience in dealing with key/complex accounts/distributors
• Experience in dealing with multiple important stakeholders both within and outside the organization​
• Strong people leadership experience

Why join us?

• At bp, we support our people to learn and grow in a diverse and challenging 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! These benefits can include flexible working options, paid parental leave policy 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 50% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is fully remote

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.