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.
