Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The Distributor Management Executive (DME) partners with the Regional Sales Manager/Sales Manager to manage assigned distributors, supporting monthly performance reviews, action planning, sales activities, forecasting, and compliance. The DME will work closely with RSM/SM, Capability and RTM Manager, Distributors, Customers and to ensure seamless execution and alignment. This role ensures distributor accountability, effective sales execution, and alignment with Castrol’s standards and business objectives!

Key Accountabilities

Sales Execution & Market Development

• Drive customer‑facing sales execution across assigned territories, including product portfolio introductions, order taking, merchandising, marketing displays, and implementation of detailed sales plans focused on acquiring new customers through the indirect sales model.
• Track and coach Sales Representative performance against key success indicators (e.g., total volume sell‑in, GM, inventory, customer productivity, compliance, active customers), providing timely feedback to strengthen execution and capability.
• Manage channel offers supporting Castrol’s Strategic Workshop initiatives—including Bike Point, CAS, and Castrol‑branded workshops, while ensuring accurate and compliant use of company investments and asset‑related expenditures.
• Collaborate with distributors, RSM/SM, and Capability Managers to enhance distributor systems and build competencies among distributor sales teams, ensuring effective deployment of marketing and cross‑functional support activities in the market.
• Monitor and act on customer feedback, actively prospect high‑potential customers (top 10%), and drive performance against targets such as customer distribution, premium product penetration, sell‑out volume, gross margin, and frequency of customer visits.

Distributor Management

• Lead monthly distributor performance reviews, integrating analysis of key prospects, at‑risk accounts, Scorecard metrics, and follow‑up action plans to address underperformance and close performance gaps.
• Drive overall distributor performance management—ensuring accountability for Castrol sales results, supporting direct and indirect sales approaches, and strengthening distributor capability, systems, and sales team development.
• Manage national account delivery by ensuring distributor compliance with bp’s product handling, quality, and inventory standards, while maintaining accurate Turfview data and up‑to‑date accounts receivables.
• Provide insights for distributor and installer programs, communicating competitive threats, market trends, and other performance‑enhancing feedback.
• Support regional S&OP demand planning through monthly volume forecasting and analysis, including projections for new products and gain/loss adjustments, while promoting Castrol’s focus on growth, customer centricity, people empowerment, and continuous improvement.

Compliance & Systems Utilization

• Ensure distributor compliance with HSSE, Product Quality, Brand, and Ethical standards.
• Adhere to bp’s Code of Conduct, Values and Behaviors, and HSSE standards.
• Leverage digital tools (Salesforce CRM , Power BI, Tablet, Castrol Insights, TurfView) for for account management and relationship building, effective territory management

Qualifications

• Bachelor’s degree in relevant field of study
• Extensive experience in sales and distributor management and experience in leading and developing sales team
• Proven experience in the execution of marketing programs and management of programs and offers
• Strong Sales Planning & Execution skill: Ensure operational excellence to meet sales targets, expand market reach, and enhance distributor effectiveness
• Strong Customer Management & Communication skill: Ability to Build trust, driving alignment, and ensuring clear communication across internal and external customers is key to execution and growth)
• Strong capability in coaching Distributor Sales Representatives (DSRs) to enhance their selling skills, product knowledge, and execution of critical initiatives
• Good Distributor Performance & Data Analysis skill (The ability to interpret performance metrics and translate them into actionable plans directly impacts sales results and distributor accountability)
• Skilled in Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management
• Proficient Microsoft Office skills: Word, Excel, PowerPoint and computer/ digital system literacy
• Basic written & spoken English fluency

bp is an integrated energy company whose purpose is to deliver energy to the world, today and tomorrow. But we can’t do it alone. We’re a diverse team of engineers, scientists, leaders, traders, and business professionals determined to find answers to problems that must be solved. We believe that our teams are strengthened by diversity. Ready to start your career at bp? We invite applications from all suitable candidates regardless of your gender, race, sexual orientation, or neurodiversity!

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, Commercial Acumen, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Training, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Territory Management

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.