Indirect Distributor Business Manager, IL/IN/MI/OH
Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
The Distributor Business Manager (DBM) is the single point of accountability for their associated distributors as it pertains to volume and scorecard performance. This role covers the geography of IN, MI, OH, portions of WV and western PA. The role is also responsible for actively supporting the Area Sales Managers with heavy duty and passenger car accounts and growing distribution within their existing customer base.
Responsible for the onboarding of new prospects and contributing to bi-monthly pipeline reviews. Expectation is the DBM supports acquiring new customers using both indirect and direct sales model.
Contribute and support region’s weekly pipeline call.
Conduct quarterly distributor performance reviews with key WDs, focusing on key prospects, at-risk accounts, and Scorecard metrics. When performance is below target, the DBM must create and implement an action plan to address underperformance.
Monthly forecasting for distributors and direct accounts as part of the region's S&OP demand plan, including base volume, incremental volumes, new products, and adjustments for gain-lost accounts.
Ensure distributor partners have access to and are leveraging Castrol selling tools, including SYNC, training, the digital product catalog and sell sheets.
Responsible for key management activities with all Allison Dealers/Distributors and Motorcycle Distributors within assigned geography
Act as single point of accountability to ensure distributor is aligned with all HSSE, Product Quality, Brand and Ethical standards.
Partner with internal teams to ensure Turfview accuracy and resolve any late pay issues as required
Provide input into distributor / installer programs, new products and communicate to marketing competitive threats and trends.
Co-ownership and accountability in conjunction with the Distributor Strategy Manager in all aspects associated with the distributor strategy for the assigned geography.
Use Salesforce CRM daily to manage account relationships, pipeline, and build sustainable connections within both the customer and our organization, leveraging digital tools like PowerBI, Castrol Insights, and Turfview.
Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
Education
Bachelor’s degree in relevant field of study preferred
Experience
Sales, sales management and/or marketing experience selling products through a distributor network preferred. Proven cross functional project management experience and working within multilayers of an organization. Proven experience in the management and execution of marketing programs and offers. Working knowledge of the Automotive and Heavy Duty business preferred.
Skills & Competencies:
Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Deal Closure
At bp, we support our people to learn and grow in a diverse and ambitious 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 essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
Travel Requirement
Up to 75% travel should be expected with this role
Relocation Assistance:
This role is not eligible for relocation
Remote Type:
This position is fully remote
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. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, 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.
Apply To This Job
Customers & Products
Job Family Group:
Sales Group
Job Description:
The Distributor Business Manager (DBM) is the single point of accountability for their associated distributors as it pertains to volume and scorecard performance. This role covers the geography of IN, MI, OH, portions of WV and western PA. The role is also responsible for actively supporting the Area Sales Managers with heavy duty and passenger car accounts and growing distribution within their existing customer base.
Responsible for the onboarding of new prospects and contributing to bi-monthly pipeline reviews. Expectation is the DBM supports acquiring new customers using both indirect and direct sales model.
Contribute and support region’s weekly pipeline call.
Conduct quarterly distributor performance reviews with key WDs, focusing on key prospects, at-risk accounts, and Scorecard metrics. When performance is below target, the DBM must create and implement an action plan to address underperformance.
Monthly forecasting for distributors and direct accounts as part of the region's S&OP demand plan, including base volume, incremental volumes, new products, and adjustments for gain-lost accounts.
Ensure distributor partners have access to and are leveraging Castrol selling tools, including SYNC, training, the digital product catalog and sell sheets.
Responsible for key management activities with all Allison Dealers/Distributors and Motorcycle Distributors within assigned geography
Act as single point of accountability to ensure distributor is aligned with all HSSE, Product Quality, Brand and Ethical standards.
Partner with internal teams to ensure Turfview accuracy and resolve any late pay issues as required
Provide input into distributor / installer programs, new products and communicate to marketing competitive threats and trends.
Co-ownership and accountability in conjunction with the Distributor Strategy Manager in all aspects associated with the distributor strategy for the assigned geography.
Use Salesforce CRM daily to manage account relationships, pipeline, and build sustainable connections within both the customer and our organization, leveraging digital tools like PowerBI, Castrol Insights, and Turfview.
Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
Education
Bachelor’s degree in relevant field of study preferred
Experience
Sales, sales management and/or marketing experience selling products through a distributor network preferred. Proven cross functional project management experience and working within multilayers of an organization. Proven experience in the management and execution of marketing programs and offers. Working knowledge of the Automotive and Heavy Duty business preferred.
Skills & Competencies:
Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Deal Closure
At bp, we support our people to learn and grow in a diverse and ambitious 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 essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
Travel Requirement
Up to 75% travel should be expected with this role
Relocation Assistance:
This role is not eligible for relocation
Remote Type:
This position is fully remote
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. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, 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.
Apply To This Job