Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The Regional Sales Manager is responsible for planning and managing sales activities within the assigned territory through Distributor Managers following processes and the agreed journey plan to achieve the budgeted sales, profit and targets for the total region.

Be responsible for all customers across the territory. Guarantee outstanding implementation of the sales, marketing strategies and World Class Customer Management (WCCM).

Key Accountabilities

Sales Strategies and Market Growth

• Forecast monthly distributor and direct account volumes, analyse base and incremental changes including new products and gain/loss adjustments, and monitor in-month performance to flag risks or opportunities through the S&OP process.

• Achieve volume and margin targets by growing existing customers and activating new ones, covering SELL-IN and SELL-OUT volumes.

• Implement marketing initiatives: product launches, brand re-launches, consumer promotions, and programs.

• Provide insights into customer needs, market trends, competitive activity, pricing, and new opportunities.

• Work with National Sales Manager B2C on sales goals and strategies.

Distributor & Customer Management

• Effective manage distributors to ensure distributors meet and exceed minimum performance of the annual business plan for assigned region. Be closely and personally involved in the selection and appointment of Distributors.

• Optimize company resources for mutual benefit of company, distributors, and customers.

• Ensure efficient Journey Plan in place for all Distributor sales staff in the team

• Handle shop signs, tools, trade loans, rebates, and investments per Castrol Customer Investment Policy & Process.

• Handle, Build and grow customer relationships via WCCM; develop new customers and strategic accounts.

• Cultivate high-level relationships with key accounts to accelerate growth.

• Identify distributors training needs and coordinate tailored development plans.

Leadership

• Build, develop, and mentor sales team with strong sales, management, and leadership skills.

• Ensure functional excellence through capability development.

• Champion the Castrol Approach: drive growth, value customers, empower people, embrace change, and challenge the status quo.

Compliance & Digital Excellence

• Ensure compliance with HSSE, product quality, brand, and ethical standards; promote HSSE awareness across staff, distributors, and customers.

• Adhere to bp’s Code of Conduct, Values, and HSSE standards.

Education

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

Experience

• Minimum 8 years of professional experience in sales with at least 3 years in a leadership or managerial role and shown ability to lead, coach and develop a team.

• Understanding of lubricant product and broad overview of technical knowledge is a plus

• Shown experience in the implementing marketing programs and offer.

Skills & Proficiencies

• Strong Strategic planning skills & Data Analysis skills: To forecast, analyse performance data, and turn insights into actionable plans that drive growth.

• Strong Leaderships skill: Able to lead, encourage and develop a high-performing team, ensuring clear direction and accountability.

• Strong Partner Management & Communication skills: Able to Build trust, align priorities, and communicate effectively with internal teams and external partners.

• Strong General Trade channel management skill &Key Account Management skill in building relationships with large customers

• Role model the BP Values and Behaviors and Castrol Mindsets

• A strong organization and people orientation to be able to build strong, capable and balanced organizations

• Agile thought leadership and action to be able to respond to changing market environments and dynamic business situations

• Ability to work across functions and gain support for the Channel in the market

• Intermediate English in all 4 skills

• Adequate digital proficiency

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, Account strategy and business planning, Agility core practices, Business Acumen, Channel Management, Channel marketing activation, Coaching, Commercial Acumen, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Decision Making, Digital Fluency, Internal alignment, Leading through ambiguity, Managing strategic partnerships, market, Marketing strategy and programmes, Mentoring, Negotiating value, Negotiation planning and preparation, Offer and product knowledge {+ 4 more}

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.