Area Sales Manager – HD - CO/UT/KS/NE

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The Area Sales Manager (ASM) will sell, grow and support all Castrol HD business in assigned geography through our distributor network and direct accounts. HD ASMs drive results and performance through the execution of key accountabilities described below. Role focuses on new business, account management, and HDNA, OEM, TA field activation as required.

Responsibilities

• Improve profitable growth of Castrol brands with a focus on premium products and HD strategic segments including both the direct and indirect sales model.
• This role is expected to be in the market visiting customers and prospects four days per week. · Ensure WD DSR sales force in assigned area is supported, trained and has the tools to drive BP/Castrol business of 25,000 gallons or less on their paper in Castrol’s HD focused segments.
• Prospecting, pipeline development in Salesforce and accountability for closing opportunities within territory of 25,000+ gallons (annualized) on a direct basis.
• Accountable to maintain a robust pipeline for both direct and indirect prospects.
• Leverage PowerBI to manage territory optimally, by proactively coordinating new, growing, declining, and lost accounts.
• Demonstrate, guide and train DSRs on how to prospect and close business using Castrol programs, ensuring access to digital product catalog, sell sheets, pricing and other selling tools.
• Support the onboarding of OEM, HDNA, TA, and key accounts as required.
• Use Salesforce CRM daily to manage account relationships, pipeline, and build connections within both the customer and our organization, maximising digital tools like PowerBI, Castrol Insights, and Turfview.
• Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.

Qualifications

Education

• High School Diploma or equivalent. Bachelor’s degree preferred.

Experience

• 80% travel is required for this position (50-60% overnight).
• Working remotely and autonomously in sales territories.
• Implement advanced value selling techniques to maximize value for both our customers and Castrol, negotiate with customers within agreed DOAs ensuring not to make any promise that cannot be delivered.
• Solid ability to identify sources of value and overcome objections.
• Develop world class partnerships and relationships with large customers. Prospect customers require the Area Sales Manager to actively build new relationships to gain access to business opportunities.
• Budgeting, forecasting, and financial management skills experience relative to the profitable execution of sales plan.
• Fully proficient working with digital sales platforms such as Salesforce and Microsoft office.

Skills & Competencies

• Customer Relationship Management, Products and Program Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Distributor Management, Territory Management, Customer Profitability & Value Chain Understanding.

Location

• Colorado - CO
• Utah - UT
• Kansas - KS
• Nebraska - NE

How much do we pay (Base)?   $82,000.00 - $117,000.00

 

*Please see the benefits@bp site for further information.  Further note that eligibility for and participation in all benefits offerings described above are subject to the terms of conditions of the applicable benefit plan. 

 

*Note that the pay range listed for this position is a good faith and reasonable estimate of the range of possible base compensation at the time of posting.  Further note that the estimate excludes (a) the value of any potential and discretionary annual cash bonus, and (b) the value of potential long-term incentive for the position, and (c) the value of any of the other potential benefit offerings listed above. 

Why join bp

At bp, 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