Job Family Group:
Sales Group

Job Description:

The Area Sales Manager (ASM) will sell, grow and support all Castrol Heavy Duty (HD) business in the assigned geography (NY/NJ/PA/MD/DE) through our distributor network and via direct accounts. PCO ASMs drive results and performance through the execution of key accountabilities described below. Role focuses on new business, account management, and OEM, Walmart ACC and Key Account field activation as required.

Key Accountabilities:

• Improve profitable growth of Castrol brands with a focus on premium products and strategic segments including both the direct and indirect sales model.
• This role is expected to be in the market visiting customers and prospects four days per week.
• Ensure Distributor Sales Representatives in the assigned area are supported, trained and have the tools needed to drive Castrol business on their paper in Castrol's PCO focused segments.
• Prospecting, pipeline development in Salesforce and accountability for closing opportunities within territory.
• Accountable to maintain a robust pipeline for both direct and indirect prospects.
• Leverage PowerBI to manage territory effectively, by proactively overseeing and managing new, growing, declining, and lost accounts.
• Demonstrate, teach and train Distributor Sales Representatives on how to prospect and close business using Castrol programs, ensuring access to all selling tools.
• Support the onboarding of OEM, Walmart ACC and Key Accounts as required.
• Apply Salesforce CRM daily to manage account relationships, pipeline, and build connections within both the customer and our organization, demonstrating digital tools like PowerBI, Castrol Insights, and Turfview.
• Compliance with bp's Code of Conduct, Values and Behaviors and HSSE Standards.

Education

• High School Diploma or equivalent. Bachelor's degree preferred.

Experience/Requirements

• 80% travel is required for this position (50-60% overnight).
• Working remotely and autonomously in sales territories.
• Implement advanced Value Selling techniques to improve value for both our customers and Castrol, negotiate with customers within agreed DOA ensuring not to make any promise that cannot be delivered.
• Solid ability to identify sources of value and overcome objections.
• Develop world class partnerships and relationships with large customers.
• Prospect customers require the Area Sales Manager to actively build new relationships to gain access to business opportunities.
• Budgeting, forecasting, and financial management skills experience relative to the profitable execution of the sales plan.
• Fully proficient working with digital sales platforms such as Salesforce and Microsoft Office (Word, Powerpoint, Excel, Outlook, Teams).

Skills & Competencies

• Customer Relationship Management, Products and Program Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Distributor Management, Territory Management, Customer Profitability & Value Chain Understanding

How much do we pay (Base)? ($110,000 - $125,000 (Minimum & Maximum)) *Note that the pay range listed for this position is a genuinely expected and reasonable estimate of the range of possible base compensation at the time of posting.

This position is eligible for US Benefits Select. This position offers paid vacation depending on your years of relevant industry experience and will range from 120 - 240 hours of vacation per year for full time employees (60 - 240 hours of vacation per year for part time employees). You will also be eligible for 9 paid holidays per year and 2 personal choice holidays. You may learn more about how we calculate paid vacation and view our generous vacation and holiday schedules at Select SPD Bp has a parental leave policy as well, which offers up to 8 weeks' paid leave for the birth or adoption of a child. Learn more by visiting Select SPD.

We offer a reward package to enable your work to fit with your life. These offerings include a discretionary annual bonus program, long-term incentive program, and generous retirement benefits that include a 401k matching program. These benefits include a pension for eligible employee. You may learn more about our generous benefits at Select SPD.

As part of bp's wellbeing package, bp offers access to health, vision, and dental insurance, as well as life and Short-Term Disability and Long-Term Disability. You may learn more about our generous benefits at Select SPD.

Travel Requirement:
Up to 25% travel should be 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