Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

About role itself:

The Retail Sales Manager will be accountable for a number of key customers, and will oversee proper planning, execution and monitoring of the activity set meant to deliver the business objectives. He/she will ensure that the right level of resources (within DoA) are allocated to activities and accounts.

You will work with:

The Retail Sales Manager will report to the Indirect Sales Manager and will among side with 5 pairs based in Brazil.

The key external stakeholders will be the distributors and the internals will be the support areas, such as Marketing, Logistics; Customer Services, Legal, People & Culture.

Key Accountabilities:

Lead and coordinate the development of the annual Key Account plan process in the area of responsibility. Ensure that all Key Account Plans are aligned with the overall business strategy, the internal marketing initiatives, the Key Account’s expectations as well as the compliance with the company HSSE and Ethical standards. Aggregate all plans, and ensure they align with the agreed performance indicators for both the Key Account and the company.

Input to and execute a regionally agreed Prospecting strategy, including allocation of time and resources in the area of responsibility, coordination and interpretation of market data, senior stakeholder and relationship management and tender/offer processes, which may cross over several territories and/or countries, as well as channels.

Conduct monthly regular robust review of key prospects and accounts at risk and report gain and lost account results internally through the Sales & Operational Planning (S&OP) process.

Forecast monthly for Key Retail accounts as part of region’s S&OP demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.

Accountable to monitor in-month performance and to flag opportunities and vulnerabilities as part of the S&OP process.

Execute detailed plans and manage sales processes in the region with the focus on acquisition of new customers.

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.

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.

Experience and Qualifications:

- Define the customer related plans and targets, performance metrics and business plans in line with the organization’s objective
- Pricing decisions in line with DoA.

Requirements
- Bachelor’s degree in relevant field of study
- Customer and channel management experience. Proven cross functional project management experience and working within multilayers of an organization.

- Proven experience in the execution of marketing programs. Experience in the management of programs and offers.

Skills & Competencies
Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Deal Closure

At bp, we recognise and support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. Bp is committed to encouraging an inclusive environment in which everyone is respected and treated fairly. There are many aspects of our employees’ lives that are relevant, so we offer benefits to enable your work to fit with your life!

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Travel Requirement

No travel is expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Account strategy and business planning, Business Acumen, Channel marketing activation, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Listening, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Proposition development, Prospecting and pipeline management, Sales forecasting/demand planning, Sector

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.