Territory Sales Manager - Colombia - CASTROL

bp; Bogotá ciudad; Presencial; COP 90.000.000 - 140.000.000; Jornada completa

Descripción de la vacante

bp in Bogotá seeks a Territory Sales Manager for the indirect channel. You will be the single point of accountability for distributors in the region, driving volume and scorecard performance through action plans and robust reviews.

You'll manage monthly S&OP, forecast distributions, and supervise in-month performance to address gaps. Your role will involve direct and indirect sales efforts, ensuring product handling aligns with bp guidelines.

Formación

• 6–10 years of experience in the relevant field.
• Bachelor’s degree in a relevant field.
• Experience with data analysis, Excel, Salesforce, Power BI.
• Customer and channel management experience.
• Cross-functional project management experience within multi-layer organizations.
• Experience in execution of marketing programs.

Responsabilidades

• Conduct monthly distributor performance reviews with scorecard metrics and action plans for underperformance.
• Conduct monthly S&OP process reviews.
• Forecast monthly for distributors as part of the region’s S&OP demand plan.
• Supervise in-month distributor performance and flag opportunities/vulnerabilities.
• Lead distributors’ national account delivery for fee performance and ensure product handling and inventory meet bp guidelines.
• Support Castrol Branded Workshop offers and communicate offers to distributors and sales teams.
• Ensure HSSE, Product Quality, Brand and Ethical standards are met across distributor activities.
• Maintain current accounts receivable with distributors.
• Input into distributor/installer programs and communicate competitive threats and trends.
• Implement detailed plans and manage sales processes to acquire new customers via indirect sales.
• Use Salesforce to manage all aspects of account relationships.

Conocimientos

Account strategy

Channel management

Sales forecasting

CRM (Salesforce)

Deal closure

Contract management

Market understanding

Educación

Bachelor’s degree in relevant field

Herramientas

Salesforce

Power BI

Descripción del empleo

Job Family Group:

Sales Group

Job Description:

This is a Castrol requisition and the successful candidate will become part of the Castrol ring-fence ahead of the Castrol divestment later in 2026. From the point of the divestment, you will be employed fully by Castrol and no longer be a bp employee.

Does this person manage a Team: No

Let me tell you about the role

Territory Sales Manager indirect channel based in Bogotá is the single point of accountability for their associated distributors as it pertains to the volume and scorecard performance. Responsible to get 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 handle distributors to drive accountability for Castrol sales results. When performance is not at target levels on scorecard metrics, is accountable to create action plan to address underperformance, identification of actions to close the gap and leads the execution of the action plan.
• Conduct monthly regular robust review of sales & Operational Planning (S&OP) process.
• Forecast monthly for distributors 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 supervise in-month performance of distributors and to flag opportunities and vulnerabilities as part of the S&OP process.
• 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 aligned with all HSSE, Product Quality, Brand and Ethical standards.
• Accountable to ensure 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 using 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 you will need to be successful

• Seasoned professional (6-10 years) of experience in the relevant field;
• Bachelor’s degree in relevant field of study;
• Experience with data analysis, excel, Salesforce, Power BI,
• 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.
• Desirable (Automotive and Lubricants background)

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 Territory Sales Manager will report to the Sales Manager Peru- Colombia-Bolivia and will work in a team of 3 territory sales managers distributed at the countries mentioned above;

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

Why join us

At bp, we support our people to learn and grow in a diverse and ambitious environment. We believe that our team is strengthened by diversity. We are 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 o8er benefits (https://exploreyourbenefits.com/landing.html) to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and excellent retirement benefits, among others!

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Travel Requirement

Up to 50% 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, Business Acumen, Channel marketing activation, Commercial Acumen, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Training, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, 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 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.