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bp · 2 days ago

Indirect Area Sales Manager - PCO, NC/VA/KY

Anchorage, AK

Full-time

Hybrid

Mid, Senior Level

bp is seeking an Indirect Area Sales Manager to sell and grow the Castrol PCO business in the assigned geography. The role focuses on new business development, account management, and supporting the sales force to maximize profitable growth.

EnergyIndustrialOil and GasRenewable Energy

Responsibilities

Maximize profitable growth of Castrol brands with a focus on premium products and 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 PCO 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 effectively, by proactively overseeing new, growing, declining, and lost accounts

Demonstrate, teach 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, PCNA, Walmart ACC and key accounts as required

Utilize Salesforce CRM daily to manage account relationships, pipeline, and build connections within both the customer and our organization, leveraging digital tools like PowerBI, Castrol Insights, and Turfview

Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards

Qualification

Salesforce CRMPowerBIValue Selling techniquesCustomer Relationship ManagementAccount Strategy & PlanningDistributor ManagementTerritory ManagementBudgetingForecastingCustomer SegmentationFinancial management

Required

Maximize profitable growth of Castrol brands with a focus on premium products and 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 PCO 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 effectively, by proactively overseeing new, growing, declining, and lost accounts

Demonstrate, teach 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, PCNA, Walmart ACC and key accounts as required

Compliance with bp's Code of Conduct, Values and Behaviors and HSSE Standards

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

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

Benefits

Flexible working options

A generous paid parental leave policy

Excellent retirement benefits

Company

bp

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BP is an energy company providing oil, gas, and renewable energy solutions, alongside refining, trading, and shipping services worldwide. It is a sub-organization of Arcius Energy.

Founded in 1909