Indirect Sales Manager - Brazil

bp; Barueri; Híbrido; BRL 120.000 - 150.000; Tempo integral

Resumo da oferta

An energy company is seeking a Sales Indirect Manager in Brazil to oversee distributor performance and drive strategic initiatives in the Indirect Channel. The successful candidate will have vast sales experience, a relevant degree, and strong familiarity with tools like Salesforce and Power BI. This role requires strategy development and collaboration with distributors, along with a focus on account management and commercial program execution. The position allows for a hybrid working arrangement and requires up to 25% travel.

Serviços

Diversity and inclusion programs

Flexible working arrangements

Training and development opportunities

Qualificações

• Vast experience in sales, business development and/or trade marketing.
• Experience with Salesforce, Power BI, Tableau, Castrol Insights.
• Proven cross-functional project management experience.

Responsabilidades

• Drive results in the Indirect Channel and Retail in Brazil.
• Create customer segmentation strategy and lead performance metrics.
• Forecast monthly with distributors and direct accounts.

Conhecimentos

Sales skills

Business development

Trade marketing

Customer management

Project management

CRM knowledge

Formação académica

Bachelor's degree or equivalent experience

Ferramentas

Salesforce

Power BI

Tableau

Castrol Insights

TurfView

Descrição da oferta de emprego

Job Description :

Let me tell you about the role

Sales Indirect Manager Brazil is the single point of accountability for their associated distributors as it pertains to the volume and scorecard performance. Responsible to drive results and performance through the execution of key accountabilities described below.

What you will deliver

Responsible for the Indirect Channel (and Retail) in Brazil. It has 7 direct reports, divided by channel & region to work with almost 30 partners throughout the country

Create costumer segmentation strategy, lead performance critical metrics and incentive programs

Conduct monthly reviews, which consist of a robust review of key prospects and accounts at risk with clear Scorecard metrics for Castrol sales results.

When performance is not at target levels, is accountable to create action plans to address it.

Map market opportunities (product & channels) with staff and reports gain and lost results internally through the Sales & Operational Planning (S&OP) process.

Responsible to forecast monthly with distributors and direct accounts as part of region's S&OP demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.

Accountable to run distributors' national account delivery for fee performance and ensure product handling, quality and inventory levels are in line with bp's guidelines.

Support Castrol Branded Workshop offers and ensure distributor understands offers and Castrol's approach to direct and indirect sales efforts.

Act as single point of accountability to ensure distributor is compliant with all HSSE, Product Quality, Brand and Ethical standards.

Provide input into distributor and installer programs and new products and communicate to marketing competitive threats and trends.

Execute detailed plans and manage sales processes in the region with the focus on acquisition of new customers utilizing the indirect sales model.

Effective daily use of Salesforce Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.

What will you need to be successful

• Vast experience in sales, business development and / or trade marketing
• Bachelor's degree or equivalent experience in relevant field of study
• Experience with Salesforce, Power BI, Tableau, Castrol Insights and TurfView
• Customer and channel management experience
• Proven cross functional project management experience and working within multilayers of an organization
• Proven experience in the execution of commercial programs;
• Experience in the management of pricing and offers.

Skills & Competencies

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

You will work with

The Indirect Sales Brazil will report to the Head of South America and will among side with a pair based in Brazil

The key external stakeholders will be the distributors and the internals will be the support areas, such as Marketing, Supply Chain, Logistics; Customer Services, Legal, People & Culture.

At bp, we recognize and 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 relevant, so we offer benefits to enable your work to fit with your life!

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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 :

Account strategy and business planning, Account strategy and business planning, Agility core practices, Business Acumen, Channel Management, Channel marketing activation, Coaching, Commercial Acumen, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Decision Making, Digital Fluency, Internal alignment, Leading through ambiguity, Managing strategic partnerships, market, Marketing strategy and programmes, Mentoring, Negotiating value, Negotiation planning and preparation, Offer and product knowledge {+ 4 more}

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 on 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.