Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
About the Role

Plan and handle sales activities within the assigned territory - South Central through Distributor Managers following processes and the agreed journey plan to achieve the budgeted sales, profit and KPIs for the total region.
Be accountable for all customers across the territory.
Guarantee outstanding implementation of the sales, marketing strategies and World Class Customer Management (WCCM).

Key Accountabilities

Achieve the volume and gross margin targets in assigned region through the development and upgrading of existing customers and the identification and activation of new business. This responsibility is NOT confined to the SELL IN volumes/values only, but also the SELL OUT volumes/values of the distributors.
Make sure that the Company’s resources are fully resourced for the mutual benefit of the company, distributors and customers. Ensure efficient Journey Plan in place for all sales staff in the team.
Effective distributor management to ensure distributors meet and exceed minimum performance of the annual business plan. Be involved in the selection and appointment of Distributors and ensuring shop signs, Consumable Tools and Trade Loans are handled effectively.
Lead, build, improve and grow all customer relationship through WCCM. In addition, the CSM will be responsible for finding and coordinating the development of new customers in the territory. The CSM is also responsible for developing long term strategic accounts for the company.
Lead building, developing and motivating a professional sales team. They will ensure functional excellence by having people with the required selling, management and leadership skills to perform.
Implement the marketing initiatives in the company. This would include initiatives related to new product/brand introduction, re-launching existing product/brands, consumer promotions and other specific programs.
Provide management with regular, detailed information on customer needs, market trends, driven activity, pricing, and new business opportunities. In collaboration with National B2C Sales Manager, plan and establish sales goals and strategies.
Nurture high-level relationships with key accounts and priority customers, representing the company in a manner that builds trade quality and improves a positive perception of business partnerships to accelerate mutually beneficial growth.
Identify sales training needs of Distributor personnel in coordination with Sales Training Manager formulate specific and tailored development plans.
Ensure that shop signs, consumable tools, trade loans, cash rebates and other kind of investments from company to customers align with our Castrol Customer Investment Policy & Process
Act as single point of accountability to ensure our customers are compliant with all HSSE, Product Quality, Brand and Ethical standards.
Keeping clear communication and raising HSSE awareness, to all sales staffs, distributors, customers and suppliers.
Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
Effective daily use of Salesforce Customer Relationship Management tools to run all aspects of the account relationship and build well balanced relationships throughout ours and the customer organization.
Ensure utilization of our digital tools available to support territory management including Salesforce, Power BI, Tableau, Castrol Insights.
Advocate the Castrol approach which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenges.

Domestic travel within the country is required, 80%-90% of work will be in market place.

What you should have:

Bachelor’s degree in relevant field of study
With more than 5 years of sales experience including exposure to territory and customer management
Shown experience in executing of marketing programs.
Experience in the management of programs and offers.
Good basic background of lubricant and broad overview of technical knowledge.
Able to speak & write in both English and Vietnam proficiently as you will be required to work in local market and closely with regional teams

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 accommodations!

Travel Requirement
Up to 100% 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:
Commercial Acumen, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding, Territory Management
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.