Distributor Business Manager - Vadodara

☞ bp

View: 101

Update day: 25-04-2024

Location: Vadodara / Baroda Gujrat

Category: Electrical / Electronics Energy Mechanical / Technical Sales

Industry: Power Mining Utilities

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Job content

Job Profile Summary

Job purpose - Profitable 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

Key Accountabilities
  • 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 maximizing 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 Region
  • 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 utilizing the indirect sales model.
  • Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
  • Effective daily use of Salesforce 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 mindset 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.

Education –
  • Minimum Bachelor’s Degree (In Engineering / Technology in Mechanical / Automobile /chemical/ Production/ Electrical is desirable)
Experience
  • Experience of 5 - 10 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.
  • Should be from leading FMCG/Lube/distribution driven companies

Job Advert

Job purpose - Profitable 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

Key Accountabilities
  • 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 maximizing 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 Region
  • 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 utilizing the indirect sales model.
  • Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
  • Effective daily use of Salesforce 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 mindset 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.

Education –
  • Minimum Bachelor’s Degree (In Engineering / Technology in Mechanical / Automobile /chemical/ Production/ Electrical is desirable)
Experience
  • Experience of 5 - 12 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.
  • Should be from leading FMCG/Lube/distribution driven companies
  • Paints – Asian Paints/Nerolac/Berger - with previous FMCG experience

Entity

Customers & Products

Job Family Group

Sales Group

Relocation available

Yes - Domestic (In country) only

Travel required

Yes - up to 50%

Time Type

Full time

Country

India

About BP

CUSTOMER AND PRODUCTS

We’re gearing up for the future. At bp our goal for C&P is to deliver the future of mobility, energy and services for our customers by innovating with new business models and service platforms.

C&P will become a hub, housing our midstream, lubricants, aviation, sale of chemicals, mobility and ‎convenience, marketing and our next-generation businesses, making it a highly integrated and ‎interconnected organisation. And with safety being our core value, our commitment to safe and reliable operations will never change.

Want to join the team? This means:

  • being customer-centric, agile and responsive to changing customer needs and dynamic markets
  • focusing on growth and development of customer offers
  • optimising the chemicals and fuels value chains to maximise integrated value
  • contributing to the reduction of carbon intensity of the products we create, and sell, by 50% by 2050 or sooner
  • creating strategic partnerships that drive long-term value for C&P
  • being digitally enabled and empowered by customer insights and data to deliver solutions.

Experience Level

Entry
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Deadline: 09-06-2024

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