Role Summary

Distributor Business Managers (DBM) are the single point of accountability for their associated distributors as it pertains to the volume and scorecard performance. DBMs drive results and performance through the execution of key accountabilities described below.

What You Will Deliver

Conduct monthly distributor performance reviews, which consist of a robust review of key prospects and accounts at risk and thorough review of Scorecard metrics and performance manage distributors to drive accountability for Castrol sales results. When performance is not at target levels on scorecard metrics, DBM is accountable to create action plan to Region Manager to address the underperformance, identification of actions to close the gap and owns the execution of the action plan.
Conduct monthly regular robust review of key prospects and accounts at risk with staff and report gain and lost account results internally
Forecast monthly for distributors and direct accounts as part of demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.
Accountable to monitor in-month performance of distributors and direct accounts and to flag opportunities and vulnerabilities as part of the S&OP process.
Accountable to manage distributors inventory levels are in line with Castrol guidelines.
Support Castrol Branded Workshop offers and ensured distributor understands offers and Castrol's approach to direct and indirect sales efforts.
Act as single point of accountability to ensure distributor is aligned with all HSSE, Product Quality, Brand and Ethical standards.
Accountable to ensure Turfview accuracy is maintained and that accounts receivables with distributors is current and update to date.
Provide input into distributor and installer programs and new products and communicate to marketing competitive threats and trends.
Implement detailed plans and manage sales processes in the region with the focus on acquisition of new customers applying the indirect sales model.
Compliance with bp's Code of Conduct, Values and Behaviors and HSSE Standards.
Effective daily use of Salesforce tools (zoom) to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.
Ensure utilization of our digital tools available to support territory management including the use of Salesforce (Zoom), Power BI, Turfview and other system related to Sales.
Manage business relationships with distributors, key workshop owners, and key customers, as well as collaborating with internal cross-functional teams.

What You Will Need To Be Successful

Bachelor's degree in relevant field of study
Minimum of 5 years of experience in managing sales
Proven track record in achieving sales target
Customer and channel management experience. Proven cross functional project management experience and working within multilayers of an organization. Proven experience in the execution of marketing programs. Experience in the management of programs and offers.

Skills & Competencies

Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer (Distributor) Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Deal Closure

At bp, we provide the following environment and benefits to you:

A company culture where we respect our diverse and unified teams, where we are proud of our achievements and where fun and the attitude of giving back to our environment are highly valued
Possibility to join our social communities and networks
Learning opportunities and other development opportunities to craft your career path
Life and health insurance, medical care package and many other benefits!

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform crucial job functions, and receive other benefits and privileges of employment.

Don't hesitate to get in touch with us to request any accommodation!

DBM - Greater Jakarta

DBM - Greater Jakarta