Distributor Business Manager

Castrol; Bareilly; On-site; INR 1,400,000 - 2,200,000; Full time

Job summary

Castrol is seeking a Distributor Business Manager in Bareilly to drive profitable volume growth through the distributor network and retail direct accounts. You will develop a capable DSR, FMR, and SO team while ensuring selling and service routines run smoothly through distributors.

You will collaborate with internal teams, Smollan, distributors, retailers, and mechanics to implement the sales strategy, monitor scorecards, and drive accountability for results across the territory.

Qualifications

• 8–10 years experience in channel sales and distributor management.
• Willing to travel 15–20 days per month and drive a four-wheeler; valid license.
• Bachelor’s degree in engineering/technology desirable.
• Strong knowledge of customer segmentation and channel management.

Responsibilities

• Achieve revenue, reach and profitability targets.
• Drive retailer and workshop advocacy for Castrol.
• Lead distributor performance reviews and action plans.
• Execute region sales plans and acquire new customers via indirect model.
• Ensure compliance with Code of Conduct and HSSE standards.
• Utilize CRM and digital tools for territory management.

Skills

Channel sales

Distributor management

Customer relationship management

Market analysis

Leadership

Education

Bachelor's degree in Engineering/Technology

Tools

Salesforce

Power BI

Tableau

Castrol Insights

TurfView

Job description

Castrol is one of the world’s leading lubricant brands, serving customers and consumers in the automotive, marine, industrial and energy sectors. Castrol brands are recognised globally for their premium quality and high performance, shaped by the company’s commitment to innovation and cutting‑edge technology. With products sold in more than 150 countries, Castrol has helped keep things moving on roads and racetracks, air, sea, and space for over 125 years.

Whether you’re just starting out or ready for your next big move, you’re in the right place to explore an exciting career with Castrol.

Job Description

About the team

We are currently looking for Distributor Business Manager in Bareilly who will be responsible for profitable volume and revenue growth in the designated territory through effective implementation of Company sales strategy through the Distributors and Retail direct accounts. To develop a team of competent DSR, FMR and SO. Ensure all selling and service routines through Distributors are on auto pilot. You will work with Internal Teams, Smollan Team, Distributors, Retailers, Mechanics

Key tasks

• Achieve Targets for Revenue, Reach and Profitability
• Drive customer (key retailers and workshops) advocacy for Castrol
• Drive and ensure adherence to Extraordinary Sales Call @ FDFT. Also ensure supply @ FDFT Act in a manner consistent with the Values & Behaviors by leading through our values, building enduring.
• Capability building and maximizing value by closely adhering to safe, Ethical & complaint behavior for all activities in the market including company processes for “Distributor Claim Management.
• 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, DBM is accountable to create action plan to Regional Manager to address the underperformance, identification of actions to close the gap and is responsible for the execution of the action plan.
• Execute detailed plans and handle sales processes in the region with the focus on acquisition of new customers utilizing the indirect sales model.
• Compliance with Code of Conduct, Values and Behaviors and HSSE Standards.
• Effective daily use of Customer Relationship Management tools to handle 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, Power BI, Tableau, Castrol Insights and TurfView.
• Adopt and apply 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 challenge the status quo.

Experience Required

• Experience of 8-10 years in channel sales, experience of managing distributors is essential, with experience in Third Party Management and Distributor Management and Bazar Trade
• Should be able to drive a four-wheeler on work. Job involves 15 – 20 days of travel outside base location. Needs to possess a valid four-wheeler driving license.
• Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & demonstrating Customer Value, Great degree of Leading People Competency
• Pursue detailed management through standardization, clarification and the elimination of defects
• Support those I work with and help to build the effectiveness of my team to achieve the best results
• Minimum bachelor’s degree in engineering / technology in Mechanical / Automobile /chemical/ Production/ Electrical is desirable
• The role is expected to travel extensively within region as per role accountabilities & require to work 6 days a week which includes Saturday.

Privacy

The Castrol entity recruiting for this role is the data controller for the personal information you provide. We use it to assess your application and to manage the recruitment and onboarding process. We may share it with service providers who support our recruitment, and it may be transferred to other Castrol entities internationally under appropriate safeguards. We keep it only for as long as necessary. For details of how we use your information and your data protection rights, contact [e-mail].

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 Castrol recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.).

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.