Job Description

Entity:

Customers & Products

Job Family Group:

Sales Group

This is a role within the Castrol organisation and the successful candidate will become part of the Castrol ring-fence. If you are part of the ring-fence, it is encouraged that your employment will move with Castrol to new ownership.

Are you ready to join a team that’s driving the future of lubricants & beyond and setting new industry standards? Discover how our diverse and hardworking people at Castrol are shaping the industry – and how you can be part of this journey.

We’re seeking talented experts who share our passion for innovation and excellence. Bring your outstanding perspective, collaborative spirit, and challenge our thinking as we continue the way in the lubricants' market & build businesses beyond lubricants. This is your chance to learn, grow, and thrive in a dynamic and inclusive organization.

Apply now!

Castrol is a global leader in lubricants and part of the bp Group, one of the world’s largest energy companies. In India, Castrol is a publicly listed company, leading in the Automotive, Industrial, and Marine lubricant sectors. With iconic brands, relentless innovation, strong customer relationships, and a team of highly motivated employees, we have maintained our market leadership in India for over a century. Our robust manufacturing and distribution network in India helps us reach consumers through more than 135,000 outlets.

At Castrol, success knows no bounds. We offer a fast-paced learning environment where you can develop your career, whether in specialized functions or on a general management track. Castrol India has a proud legacy of encouraging top talent for leadership roles, both locally and globally.

We are currently looking for Regional Manager B2B South where base location is Hyderabad and details mentioned below:

Let me tell you about the role

The role is accountable for leading and delivery of shared business objectives in the given portfolio, including Volume and GM performance targets, as well as other activation targets like in-store penetration, share of wallet and training etc

What you will deliver !

• Workshop development & management:
o Cooperate with Key Account sales team to define a local area business plan including target workshops, coverage, sales target, activities etc.
o Implement the agreed sales channel activation plan to achieve and exceed sales volume, turnover, A/R targets from effective workshop and regional super dealer management.
o Provide effective mentorship on activation to KAMs based on local insight and close relationship
o Prepare specific workshop value selling offer and sell to the target customer.
o Understand, establish relationship with, and influence customer in order to gain dedication for the activities proposed.
o Implement activities aligned to customer needs and company strategy to maintain the good relationship with existing customers.
o Actively defends and grows existing customer share of wallet through needs based and effective use of our offer.
o Holds regular meetings to agree and supervise critical metrics with customers.
• Handle designated service provider for workshop activation if needed.
o Lead activation service providers and drive compliance and efficiency in handling 3rd party who supports our business and reduce complex deal structure.
o Understand customer needs and competitor’s approach and provide feedback to company. Represent “voice of customer” in the company in order to improve our approach.
o To be the local advocator of Castrol brand and BP V&B, ensure all the business activities conform to BP’s code of conduct, country legislative requirements as well as BP strict Health, safety and environment policies
• Heavy Duty
o Increase profitable growth of Castrol brands with a focus on premium products and HD strategic segments including both direct and indirect sales model.
o Direct responsibility and management of direct accounts as defined (Allison distributors and all National & Key Accounts).
o Support HD National Accounts in local geography on ad hoc basis when local site support is needed.
o Adopt and apply the Castrol Mindsets where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to accept the change and challenge the status quo.

Experience & Qualifications:

• Bachelor’s degree or equivalent experience, with major of sales & marketing related is preferred.

Experience
• More than 12+ years sales & marketing experience.
• More than 5-8 years senior Key Account Sales Channels management experience which should be related to automotive OEM industry; The experience in car dealer is a strong plus.
• Consistent track record of driving growth in a very competitive market environment;
• Working experience in Lubes industry is preferred

Skills & Proficiencies
• Proficiency in working level English. Fair knowledge in Finance, Supply Chain, marketing.
• Strong territory management.
• Maturity with significant business and social insight – understand the business context as well as the industry trend particularly for the assigned Key Account;
• Excellent Selling skills especially the value selling skills, fair knowledge on auto technology, aftermarket service of course lubes as well;
• In depth understanding of the Key Account business and aftermarket;
• Strong influencing and communication skills – able to communicate views effectively throughout the organization and external partners
• Good relationship builder particularly with the key personals across not only Key accounts, but also the industry related
• Team oriented and collaborative leadership skills

Travel Requirement

Up to 25% travel should be expected with this role

Relocation Assistance:

This role is eligible for relocation within country

Remote Type:

This position is not available for remote working

Skills:

Account strategy and business planning, Account strategy and business planning, Agility core practices, Business Acumen, Category spend profiling, Channel marketing activation, Coaching, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Dialogue enablement, Digital Fluency, Internal alignment, Listening, Managing strategic partnerships, market, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Proposition development, Prospecting and pipeline management {+ 1 more}

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.