Distributor Sales Specialist

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Are you ready to join a team that’s driving the future of lubricants & beyond and setting new industry standards? Discover how our diverse and passionate people at Castrol are shaping the industry – and how you can be part of this journey.

We’re seeking versatile experts who share our passion for innovation and excellence. Bring your outstanding perspective, collaborative spirit, and challenge our thinking as we continue to lead the way in the lubricants' market & build businesses beyond lubricants. This is your chance to learn, grow, and thrive in a dynamic and inclusive organization. 

Apply now!

Castrol is a global leader in lubricants and part of the bp Group, one of the world’s largest energy companies. In India, Castrol is a publicly listed company, leading in the Automotive, Industrial, and Marine lubricant sectors. With iconic brands, steadfast innovation, strong customer relationships, and a team of highly motivated employees, we have maintained our market leadership in India for over a century. Our robust manufacturing and distribution network in India helps us reach consumers through more than 135,000 outlets.

At Castrol, success knows no bounds. We offer a fast-paced learning environment where you can develop your career, whether in specialized functions or on a general management track. Castrol India has a proud legacy of championing top talent for leadership roles, both locally and globally. 

This is a role within the Castrol organisation, and the successful candidate will become part of the Castrol ring-fence.  If you are part of the ring-fence, it is expected that your employment will move with Castrol to new ownership.

We are currently looking for Distributor Sales Specialist based at Bangalore with details mentioned below.

Let me tell you about the role!

• Purpose of the Distributor sales specialist role is to drive Volume, Turnover & Overdue by acquiring and retaining Industrial customers through Indirect Channel. 
• The role will also ensure profitable revenue growth in the designated territory through effective implementation of Company sales strategy through the indirect channel. 
• The role is responsible to manage set of Distributors in given territory including their financial health for business.

What you will deliver

• Develop and deliver the annual territory plan including Volume, Turnover, Overdue, Customer retention and acquisition for each distributor in the territory ensuring the plans are aligned with the overall business strategy. 
• Ensure long term growth by executing prospecting strategy for the territory and for the distributors, including data gathering, competitor and market knowledge, stakeholder and relationship management and tender/offer.
• Manage distributor business reviews to communicate and prove value delivery and reinforce relationships including financial health of distributor. Drive distributor and his team to help achieve business goals. 
• Ensure capability development, KPI setting, Review and monitoring of Distributor Sales Representatives. Manage Local relationship with Sales Solution providers (wherever applicable). Ensure robust talent management process at distributor level
• Ensure that the distributors implement world class customer service by, identifying critical customer needs and match our Value Proposition to those needs, Execution of agreed activities and service levels to maximize Customer and Company objectives and value, manage customer relationships through the distributor and resolve issues if any, HSSE and Ethical compliance, Develop DB capability for customer acquisition & Management    
• Build relationship with all critical customers. Manage customer business reviews to communicate and prove value delivery and reinforce relationships.
• Develop Distributor mid-term Business plan in alignment with Distributor and team leader. Ensure flawless execution of agreed plan
• Support organisation in developing appropriate strategy/ offer by proving appropriate competitor information, market trends, industry developments etc and being voice of customers 
• Drive standardisation of our sales offers in line with our basic customer offer.
• Ensure that all activities conducted through 3rd parties or intermediaries in territory comply fully with our BP Code of Conduct and local competition legalisation. Ensure compliance with country regulations, BP Group, Segment and regional policies and standards. 
• Act in a manner consistent with the BP Values & Behaviours by leading through our values, building enduring capability and maximizing value by strictly adhering to safe, Ethical & compliant behaviour for all activities in the market including company processes for “Distributor Claim Management”.

What will make you successful

Education

Minimum Graduate in Science / Engineering with business degree preferred

Experience

7+ years of experience in handling B2B customers and B2B distributor management. Candidates with good understanding of Industrial sectors will be preferred

Skills & Competencies

• Customer relationship management - Skilful
• Sales analysis - Skilful
• Relevant knowledge of Manufacturing Industry – Skilful
• Territory management - Skilful
• Ability to manage Distributor network and managing indirect sales representatives. Ability to lead and Motivate team to achieve company objectives - Mastery
• Ability to execute company offers, programmes with the help of distributor partners – Skilful

 Culture

bp believes in creating a culture that allows you to live our purpose, play to win while caring for others - and there is a huge focus on diversity equity and inclusion. We are a very open and respectful organization, where there is a lot of respect given to listening to all perspectives and hence people are encouraged to speak up, contribute at all levels irrespective of level or department.

The marketing team is a bunch of energetic and passionate individuals from varied backgrounds, and we thrive on being able to learn from each other as well as a lot of external orientation from the best in the industry. we deeply value partnerships especially with our sales colleagues and strongly believe in the power of igniting one team to be able to break barriers, challenge status quo and create new achievements.

Why join our team?

We support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. We are committed to crafting an inclusive environment in which everyone is respected and treated fairly.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Travel Requirement

Up to 75% travel should be expected with this role

Relocation Assistance:

This role is eligible for relocation within country

Remote Type:

This position is not available for remote working

Skills:

Account strategy and business planning, Business Acumen, Channel marketing activation, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Listening, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Proposition development, Prospecting and pipeline management, Sales forecasting/demand planning, Sector

Legal Disclaimer:

We are an equal opportunity employer. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, 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.