Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The Indirect Sales Sr. Manager PCMO & CVO is accountable for the end-to-end execution of the Mexico indirect channel strategy across PCMO (Auto & Moto) and CVO (Commercial Vehicles / Diesel). This role is responsible for the channel P&L, leads the Distributor Business Manager team, and builds high-performing partnerships with distributors and key collaborators to deliver volume, revenue, and margin growth while strengthening execution, compliance and customer value creation.

Job Summary

Channel strategy & P&L ownership

• Be responsible for the indirect channel strategy and annual operating plan for PCMO and CVO in Mexico, translating strategic priorities into quarterly and monthly execution plans.
• Own channel P&L: handle price/mix, trade investment, and cost-to-serve levers to deliver profitable growth and working capital field.
• Establish clear target cadence (volume, revenue, GM, mix, trade spend value, distributor health, overdue debt, service levels, pipeline, conversion and retention).

Distributor (DIFM) network leadership & development

• Lead distributor landscaping, segmentation and high-grading: coverage design, capability requirements, governance, and performance management by region and segment.
• Negotiate, implement and make sure distributor commercial frameworks (targets, service standards, route-to-market execution, reporting, compliance, and brand standards).
• Drive distributor capability building (sales force effectiveness, technical selling, installer activation, fleet selling, merchandising, e-commerce readiness, and HSSE/quality compliance).
• Ensure robust credit, inventory and cash field with Finance and Supply Chain: debtors management, stock norms, and risk controls.

Business development & customer acquisition (PCMO + CVO)

• Grow installer and workshop penetration through targeted programmes, value propositions, and joint business plans with distributors (including Auto and Moto installer propositions).
• Expand CVO footprint by developing fleet solutions and partnerships (fleets, workshops, tyre/parts chains, service networks) and by improving conversion of found opportunities.
• Lead prospecting and pipeline management for indirect-led acquisition: define ICPs, prioritise accounts, run structured funnel reviews, and close opportunities through distributor execution.
• Coordinate with any direct sales motions where relevant, ensuring clear rules of engagement and maximising total Castrol profitability.

S&OP, forecasting & performance management

• Run monthly (and in-month) channel performance reviews, highlighting vulnerabilities and opportunities and ensuring corrective actions are owned and supervised.
• Lead the indirect channel demand plan: forecast by distributor/region/segment, integrating base volumes, incremental volumes, new products, and gain–loss adjustments.
• Ensure focused reporting of gains/losses and pipeline conversion, feeding S&OP and leadership decision-making with high-quality insights.

Customer value, marketing execution & portfolio

• Partner with Marketing to shape and implement installer programmes, promotions, and portfolio activation (including premium synthetics and differentiated propositions).
• Champion customer value selling and value chain understanding: articulate total value (performance, protection, uptime, TCO) rather than price-only conversations.
• Monitor and communicate competitive threats, channel trends, and customer needs; translate insights into action plans.

Governance, compliance, contracts & HSSE

• Ensure adherence to contractual requirements, quality assurance, and regulatory obligations, working closely with internal bp/Castrol teams.
• Maintain a strong Code of Conduct and Speak Up culture across the distributor network; ensure third parties follow required standards.
• Embed HSSE/Wellness expectations into ways of working for self, team, and partners.

People leadership & capability

• Lead, coach and develop Distributor Business Managers: set clear expectations, provide performance feedback, and build succession and capability depth.
• Create an empowered, energised and inclusive team culture aligned with bp/Castrol values and leadership expectations.
• Drive adoption of digital tools and data-driven selling across the team and distributor organisations (Salesforce, Power BI/Tableau, Castrol)

Qualifications

• Bachelor’s degree or equivalent experience in Business, Engineering, Marketing, or a related field (MBA or postgraduate qualification desirable).
• Validated commercial experience, ideally in lubricants, automotive aftermarket, FMCG, chemicals, or related B2B distribution-led industries.
• Consistent record leading and developing teams and managing through a distributor (indirect) network with clear P&L accountability.
• Demonstrated success in business development: acquiring new customers, building joint business plans, and improving channel execution field.
• Solid understanding of PCMO (Auto & Moto) and/or CVO (Diesel/Commercial) value chains, customer segments and go-to-market models.
• Hands-on experience with forecasting/S&OP, pricing and trade spend management, and working capital levers (debtors, inventory).
• Strong cross-functional leadership and partner management in a matrix environment.

Skills & Competencies

• Channel strategy & route-to-market design; customer segmentation and portfolio/mix management.
• Distributor management (governance, capability building, performance management, contract & compliance).
• Key account and relationship management; negotiation; deal closure; and conflict resolution.
• Data-driven selling: CRM field (Salesforce), analytics literacy (Power BI/Tableau), pipeline management and insight generation.
• Financial competence: P&L thinking, price/margin management, trade investment value.
• People leadership: coaching, performance management, talent development, and creating inclusive, high-performance cultures.
• Change leadership: ability to challenge the status quo and drive adoption of new ways of working.

Work Location & Shift Pattern

Santa Fe, CDMX.

8:00am to 5:00pm

Hybrid, 2 days remote 3 days in the office.

Why join us

At bp, we support our people to learn and grow in a diverse and bold environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly.

There are many aspects of our employees’ lives that are meaningful, so we offer benefits (https://exploreyourbenefits.com/landing.html) to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and excellent retirement benefits, among others!

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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.