Distributor Business Manager

Job Family Group:

Sales Group

Job Description:

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.

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.

We are currently looking for Distributor Business Manager – Prayagraj based at Prayagraj with details mentioned below.

Let me tell you about the role!

Profitable volume and revenue growth in the designated territory through effective implementation of Company sales strategy through the Distributors and Retail direct accounts.

To develop a team of competent DSR, FMR and SO.

Ensure all selling and service routines through Distributors are on auto pilot.

What you will deliver

• Achieve Targets for Revenue, Reach and Profitability.
• Drive customer (key retailers and workshops) advocacy for Castrol.
• Drive and ensure adherence to World Class Sales Call @ FDFT. Also ensure supply @ FDFT Act in a manner consistent with the BP Values & Behaviours by leading through our values, building enduring.
• Capability building and enhancing value by strictly adhering to safe, Ethical & complaint behaviour for all activities in the market including company processes for “Distributor Claim Management”.
• 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, DBM is accountable to create action plan to Regional Manager to address the underperformance, identification of actions to close the gap and owns the execution of the action plan.
• Execute detailed plans and manage sales processes in the region with the focus on acquisition of new customers applying the indirect sales model. 
• Compliance with bp’s Code of Conduct, Values and Behaviours and HSSE Standards.
• Effective daily use of 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.
• Ensure utilization of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights and TurfView.  
• Adopt and utilize the Castrol approach which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo. 

What will make you successful

Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Great degree of Leading People Competency

BP Behaviours that are considered important for successful delivery in this role

Build strong relationships based on trust and honest discussion

Pursue systematic management through standardisation, clarification and the elimination of defects

Support those I work with and help to build the effectiveness of my team to achieve the best results.

Experience

Experience of 5-8 years in channel sales, experience of managing distributors is essential, with experience in Third Party Management and Distributor Management and Bazar Trade

Should be able to drive a four wheeler on work. Job involves 15 – 20 days of travel outside base location. Needs to possess a valid four wheeler driving license.

Education

Minimum bachelor’s degree or equivalent experience

In Engineering / Technology in Mechanical / Automobile /chemical/ Production/ Electrical is desirable

You will work with

Internal Teams; Smollan Team; Distributors; Retailers; Mechanics

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, Commercial Acumen, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Training, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Territory Management

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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.