Entity:

　　Customers & Products

　　Job Family Group:

　　Sales Group

　　Job Summary:

　　Responsible for managing regional direct and indirect sales activities of Castrol's industrial lubricants portfolio, delivering the strategic plan to meet the business' growth aspirations and supporting the development of sales direct/B2B strategies to maximize profitability and Business to Business (B2B) sales opportunities. The scope of the role will influence the grade – this can include financial accountability, geographical scope, leadership responsibilities and overall level of responsibility.

　　Job Description:

　　About the Role:

　　The Industrial Area Sales Manager (ASM) will achieve or exceed assigned sales and profitability goals by maintaining and growing sales of Castrol Industrial products and services in the assigned territory of Eastern Michigan through distribution and direct channel in Business to Business (B2B) environment!

　　Key Responsibilities:

　　Manage and develop a profitable portfolio of accounts and prospects

　　Develop profitable, long term strategic relationships with designated customers

　　Manage customer cost to serve and actively manage opportunity and risk pipeline

　　Participate in regular customer reviews (ownership of customer review)

　　Use value selling and consultative skills to improve customer offers and perception of value

　　Develop and manage relationships at multiple levels of customer organization, including senior corporate relationships

　　Support Finance for credit and cash collection

　　Lead and review Distributor business development plans

　　Key Performance Indicators:

　　Gross profit delivered to target

　　Growth in share of customer accounts

　　Customer supplier excellence or supplier quality ratings

　　Role Requirements:

　　Bachelor’s degree, preferably in technical field or engineering

　　Minimum of 5 years industrial sales experience

　　Must be technically savvy and experienced in using Microsoft Office Suite, Saleforce and other sales related tools

　　Must be skilled with using electronic media

　　Business Partnering, consultative, selling and negotiations skills

　　Prospecting experience with a Hunter attitude, ability to manage pipelines

　　Knowledge and understanding of digital terminology

　　Knowledge and understanding in sustainability – energy savings, water reuse

　　Expertise in Metalworking products and applications and/or Industrial Lubrication products and applications preferred

　　Must be at least 18 years of age; Legally authorized to work in the United States; and not require sponsorship for employment visa status (i.e. H1B, TN, etc.) now or in the future

　　Skills & Proficiencies:

　　Products and Services Knowledge: Mastery

　　Prospect and Pipeline Management (Account Development): Skillful

　　Consulting and Selling Skills: Mastery

　　Measuring and Demonstrating Customer Value: Skillful

　　Distributor Management: Skillful

　　Considering Joining bp/Castrol?

　　At bp, we support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. bp is committed to encouraging 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 to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, excellent retirement benefits, and more!

　　Travel Requirement

　　Up to 25% travel should be expected with this role

　　Relocation Assistance:

　　Relocation may be negotiable for this role

　　Remote Type:

　　This position is fully remote

　　Skills:

　　Business Acumen, Commercial performance, Consultative selling skills, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Listening, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding

　　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 disabilities may request a reasonable 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 accommodation related to the recruitment process, please contact us to request accommodations.

　　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.