Job Description

Job Family Group:

Sales Group

Job Purpose

Leads the development and deployment of the Commercial Capability Strategy, Offers, Content, Ciriculm, and Technology advancements in support of building stronger selling skills, Castrol differentiation, value propositions with our Sales teams, Distributors, and Customers. This role enables our ability to increase our Castrol Brand value, ability to win new customers, and defend business.

Lead the Organization and Sales Capabilities Roadmap planning and deployment across all teams that creates value for growth, people talent, and advance organizational capability uplift. Major focus on offers, programs, training to Sales teams, Customers, and Distributor.

Collaborate closely with Global Talent & Learning, Strategy, and People & Culture teams to co-develop essential training offerings that support our growth objectives and the Onward, Upward, Forward Strategy. Promote the adoption of our digital tools within the business, aiming to increase self-service learning and continuing education opportunities.

Oversee the strategic planning and execution of both internal and external events, such as conferences, forums, town halls, and regional sales conferences. These events are pivotal in fostering a culture of engagement and collaboration within the organization, engaging with our strategy, programs, priorities, and performance while also elevating the company's brand and nurturing customer relationships through impactful event experiences.

Responsible for Castrol Early Careers programs including internship programs and permanent rotatioanl programs. From recruitment, through placement and rotations across fucntioal areas to final placement in the orgnaization across the Americas PU.

Partners with P&C on developing, supporting, and deploying key people programs, engagements, development & growth opportunities, career stories, Pulse reviews and actions plans.

Actively capture, curate, and share guidelines across the Americas and with other PUs to accelerate capability development, improve consistency, and scale proven approaches across markets.

Create and sustain a collaborative working environment across the Americas by connecting teams, sharing knowledge, aligning priorities, and enabling cross-functional ways of working that improve engagement, consistency, and execution.

Lead, coach, and develop direct team members, ensuring clear priorities, accountability, capability growth, and effective collaboration across the Americas PU.

Responsible for key aspects of PU executive communication to provide the organization with awareness, education, and engagement around our strategy, ALT sessions, key initiatives, & people to foster effectiveness knowledge, media of communications, and potential feedback/response follow-ups.

Key Accountabilities

• Develop and implement the Commercial Capability strategy for the PU working with the Global network
• Strategically position the evolution of the capability offers for next 3-5 years to accomodate market/industry trends, technology advancements, AI, targeted offer themes, high value partnerships
• Enable the capability advisors to activate lead generation, new customers, and high value account focus to assert a co-presence customer visits to pitch Castrol and win new business
• Lead the Capability Advisors to develop evolving and rich content that increased our competitiveness, builds greater sales capabilities, and drives new thinking, knowledge, practice.
• Own the technology and media advancements including AI on how content, engagement, market presence, and be delivered across the spectrum of Castrol collaborators
• Working with key partners to define and manage capability offers to support the delivery on our strategic implementation plan playbook and road to 2030.
• Define the Sales capability training programs to enhance product knowledge, selling skills, offers, SFO practices and new capabilities
• Outline a yearly Roadmap of Key Customers and Distributor (DSR’s) capability programs and training to support Sales requirements
• Collaborate with the sales leadership to develop the capability content for the PU across the automotive and industrial business – including capability requirements for channel partners
• Work closely with the P&C team to identify & deploy in the Americas the right programs and tools for delivering the capability development plan for the sales team and other functions in line with the PU roadmap
• Create standardisation in deployment, leverage digital and outsourcing where possible
• Deploy programs through the sales team, SMEs and external trainers as required
• Main point of contact with global Talent & Learning and other intercompany learning partners to work with relevant suppliers for converting content for local use - context and language as well as with external trainer(s) identified for delivery
• Create a training calendar for markets in the PU and organize delivery of the training programs through – self serve platforms, relevant SMEs including those in Sales, 3Ps where identified in line with global framework
• Evaluate the effectiveness of these training programs and redevelops content/format where necessary
• Share standard process across the Castrol capability network
• Partner with PU LT and define the regional annual Event & Engagement plan to increase awareness, understanding, and engagement with the company's initiatives.
• Support the Event & Engagement advisor with the Inventory all PU events and engagements taking place to determine potential efficiencies, ownership of management, assurance of meeting requirements, and cost effectiveness
• Define the to-be event and engagement process flows, owners, DOA, etc. for the PU.
• Own the large regional events & engagements for Sales conferences, business conferences, town halls, key people engagement, workshops, distributor forums, to coordinate, plan, and organize all facets in collaboration with team members and local leadership
• Own the yearly E&E budget and spend management
• Negotiate with vendors, track budget vs. actual expenditures across all levels, and optimize resources to deliver high-quality events within financial constraints.
• Ensure effective use of media technology is in place to deliver the events coordinating with I&E, local facilities, and 3rd parties.
• Ensure all HSSE and risk assessment requirements are met for each event
• Ensure the completion of post event survey’s, lessons learned, and identify improvements for future events
• Skilled in applying cost-effective strategies and tools to ensure transparency and accountability, while improving the impact and value of each event
• Lead the development of operational procedures and work instructions, enabling team members to successfully complete internal and external events.

Decision Rights

Yearly Capability Roadmap & implementation plan sign off, Approval of internal & external event/conference engagements.

Job Holder Requirements

(Minimum education, experience & capabilities)

Education

• University undergraduate degree in Business, Operations, Sales, or Marketing
• An post graduate degree would be value added

Experience

• Sales experience - preferably across direct and indirect channels
• Experience in markets in the PU preferred
• People leader experience leading large teams
• Substantial business operational experience and a strong commercial competence.
• Expert in managing key initiatives with cross functional teams
• Managed strategy and business implementation plans at leadership level
• Minimum 5 years’ experience in communications and event planning or related field
• Skilled in applying cost-effective strategies and tools while improving the impact and value of each event
• Proven track record of creating and delivering high-impact events.
• Experience in developing and accomplishing comprehensive event strategies and content that align with organizational goals and brand messaging.
• A track record of successful budget management, including the creation of event budgets, negotiation with vendors, and cost optimization.

Skills & Competencies

• Ability to manage through influence and build strong relationships - Mastery
• Excellent interpersonal and influencing skills, able to work at all levels of the company - Mastery
• Ability to communicate complex problems and articulate solution options - Mastery
• Strong business, performance, and commercial competence
• Strong strategic problem solver and ability to see the big picture
• Sales Coaching - Mastery
• Customer Training - Mastery
• Customer promise execution - Mastery
• Customer relationship management - Mastery
• Customer value proposition development and engagement - Mastery
• Sector, market, customer and competitor understanding - Mastery
• Offer and product knowledge – Mastery
• Prefeered business fluency in English, Spanish, & Portugese

Why join us
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.

How much do we pay (Base)? ($120,000 - $180,000 (Minimum & Maximum))

*Please note the pay range listed for this position is a good faith and reasonable estimate of the base pay range for this position at the time of posting. You may learn more about our generous benefits here Explore Our Benefits

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:

Agility core practices, Agility core practices, Business process improvement, Channel Management, Contract Management, customer and competitor understanding, Customer centric thinking, Customer enquiries, Customer Experience Metrics, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Service Design, Customer Value Proposition, Decision Making, Delivers an effortless customer experience, Demand Management, Digital Fluency, Internal alignment, Leading through ambiguity, market, Offer and product knowledge, Operational pricing, Performance and planning, Performance management {+ 5 more}

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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.