Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The Market Development Executive (MDE) partners with the Regional Sales Manager/Sales Manager to handle assigned distributors, supporting monthly performance reviews, action planning, sales activities, forecasting, and compliance. The DME will work closely with ASM/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.

Sales Execution & Market Development

• Focus on customer facing through driving sales activities across assigned businesses/territories, including product portfolio introductions, order taking, merchandising, and marketing displays.

• Implement detailed sales plans with a focus on acquiring new customers via the indirect sales model.

• Track and mentor Sales Representative team performance against sales plan and targets (e.g., Total volume Sell-in, GM, Inventory, Customer efficiency, Compliance, Active customers, etc..)

• Provide timely feedback to team members on execution and development areas.

• Implement all channel offers to support Castrol’s Strategic Workshop initiatives and drive performance across key strategic channels, including Bike Point, CAS, and Castrol Branded Workshops.

• Ensure accuracy of company investments by monitoring and controlling all asset-related expenditures to align with approved budgets and strategic priorities.

• Coordinate with Distributors, RSM/ SM, Capability Manager to improve distributor systems through developing proficiencies of distributor sales representatives.

• Ensure marketing and cross-functional support activities are effectively deployed in the market.

• Monitor and handle customer feedback to gather actionable insights, actively prospect the top 10% of customers for growth opportunities, and drive performance against targets (e.g., customer distribution, premium product penetration, sell-out volume, gross margin, and frequency of customer visits.

Distributor Management

• Assist in conducting monthly distributor performance reviews, including analysis of key prospects, accounts at risk, and Scorecard metrics.

• Support distributor performance management to help ensure accountability for Castrol sales results.

• Help to develop and follow up on detailed action plans to address underperformance and close performance gaps.

• Assist in handling national account delivery, ensuring compliance with bp’s product handling, quality, and inventory standards.

• Ensure distributors understand Castrol’s offers and both direct and indirect sales approaches.

• Work with distributors to help build and develop qualified sales representative teams.

• Support the development of distributor capabilities and systems.

• Provide input and feedback for distributor and installer programs and help communicate competitive threats and market trends.

• Maintain accuracy of Turfview data and ensure accounts receivables are up to date.

• Embrace and promote the Castrol approach: business growth, customer centricity, people empowerment, and continuous improvement.

• Support monthly volume forecasting for distributors and direct accounts as part of the region’s S&OP demand plan.

• Assist in analyzing and projecting volumes, new products, and gain/loss adjustments.

Compliance & Systems Utilization (10%)

• 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 account management and relationship building, effective territory management

Education

• Bachelor’s degree or equivalent experience in relevant field of study

Experience

• Shown experience in sales and distributor management and experience in leading and developing sales team

• Shown experience in the execution of marketing programs and management of programs and offers.

Skills & Proficiencies

• Strong Sales Execution & Planning Skill: Ensure operational excellence to meet sales targets, expand market reach, and improve distributor efficiency.

• Strong Partner Management & Communication skill: Ability to Build trust, driving alignment, and ensuring clear communication across internal and external partners is key to execution and growth)

• Strong capability in mentoring 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)

• Good skills in Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management

• 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, traders, and business professionals determined to find answers to problems that must be solved. We believe that our teams are strengthened by diversity. 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.