BP INCORPORATE INTERNATIONAL.
Location
Chennai | India
Job description
- Grade JResponsible for delivering the indirect sales strategy and financial performance targets including Sales Volume, Gross Margin and Overdue, managing local distributor partners and intermediaries/resellers in the sales territory or geography, finding prospect partners, coaching distributors and monitoring their financial position to ensure long term sustainable value for the company
- The scope of the role will influence the grade - this can include financial accountability, geographical scope, leadership responsibilities and overall level of responsibility
Job Summary:
Grade J
- Responsible for delivering the indirect sales strategy and financial performance targets including Sales Volume, Gross Margin and Overdue, managing local distributor partners and intermediaries/resellers in the sales territory or geography, finding prospect partners, coaching distributors and monitoring their financial position to ensure long term sustainable value for the company
- The scope of the role will influence the grade - this can include financial accountability, geographical scope, leadership responsibilities and overall level of responsibility
Role synopsis -
Profitable revenue growth in the designated territory through effective process of Company sales strategy through the Distributors and Retail direct accounts.
To manage 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 Extraordinary 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 improving value by closely 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 handle 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 is responsible for the execution of the action plan.
- Implement detailed plans and handle 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 Behaviors and HSSE Standards.
- Effective daily use of Salesforce Customer Relationship Management tools to handle 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.
- Embrace and apply 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 accept change and challenge the status quo.
- Products Services Knowledge, Customer Segmentation Channel Management, Account Strategy Planning, Customer Relationship Management, Distributor Management, Customer Profitability Value Chain Understanding, Measuring Demonstrating Customer Value, Phenomenal degree of Leading People Competency
- BP Behaviours that are considered significant for successful delivery in this role.
- Build strong relationships based on trust and open discussion.
- Pursue detailed management through standardization, clarification and the elimination of defects.
- Support those I work with and help to build the efficiency of my team to achieve the best results.
Experience
- 5 - 10 years in channel sales, experience of handling distributors is crucial, 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 -
- Bachelor s degree in engineering / Technology in Mechanical / Automobile /chemical/ Production/ Electrical is desirable.
Skills: Business Acumen
- Customer Profitability
- Customer value proposition
- Digital fluency
- Internal alignment
- Managing strategic partnerships
- Negotiation planning and preparation
- Offer and product knowledge
- Partner relationship management
- Sector
- market
- customer and competitor understanding
- Territory Management.
Job tags
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