Distributor Business Manager - Kolkata

bp; Agra District; Hybrid; INR 1,800,000 - 2,200,000; Full time

Benefits offered by this job

Life and health insurance

Medical care package

Job summary

Castrol India is seeking a Distributor Business Manager to drive profitable growth through distributors and retailers across the Kolkata region. You will lead DSR, FMR and SO teams, implement strategies, and ensure adherence to Castrol and bp values while utilizing CRM and analytics tools.

The role requires extensive field activity, travel, and collaboration with internal teams, distributors, retailers, and mechanics to grow the business.

Qualifications

• Bachelor’s degree required; engineering/tech background desirable.
• 8–10 years in channel sales with distributor management.
• Experience with distributor and retail channels; Bazar trade helpful.

Responsibilities

• Drive volume and revenue growth in designated territory through distributors.
• Develop a capable team of DSR, FMR and SO; guide on selling routines.
• Lead planning, performance reviews and action plans with distributors.
• Travel up to 100% as required; manage field accounts and relationships.
• Ensure compliance with bp values, HSSE standards and digital tools.

Skills

Account strategy

Channel Sales

Distributor Management

Business planning

Customer relationship management

Education

Bachelor's degree

Engineering/Technology desirable

Tools

Salesforce

Power BI

Tableau

Castrol Insights

TurfView

Job description

Job Description

Are you ready to join a team that’s driving the future of lubricants & beyond and setting new industry standards? Discover how our diverse and passionate people at Castrol are shaping the industry – and how you can be part of this journey.

Job Family Group

Sales Group

Job Description

Are you ready to join a team that’s driving the future of lubricants & beyond and setting new industry standards? Discover how our diverse and passionate people at Castrol are shaping the industry – and how you can be part of this journey.

We’re seeking versatile experts who share our passion for innovation and excellence. Bring your outstanding perspective, collaborative spirit, and challenge our thinking as we continue to lead the way in the lubricants' market & build businesses beyond lubricants. This is your chance to learn, grow, and thrive in a dynamic and inclusive organization.

Castrol is a global leader in lubricants and part of the bp Group, one of the world’s largest energy companies. In India, Castrol is a publicly listed company, leading in the Automotive, Industrial, and Marine lubricant sectors. With iconic brands, steadfast innovation, strong customer relationships, and a team of highly motivated employees, we have maintained our market leadership in India for over a century. Our robust manufacturing and distribution network in India helps us reach consumers through more than 135,000 outlets.

At Castrol, success knows no bounds. We offer a fast-paced learning environment where you can develop your career, whether in specialized functions or on a general management track. Castrol India has a proud legacy of championing top talent for leadership roles, both locally and globally.

This is a role within the Castrol organisation, and the successful candidate will become part of the Castrol ring-fence. If you are part of the ring-fence, it is expected that your employment will move with Castrol to new ownership.

We are currently looking for Distributor Business Manager, Kolkata and details mentioned.

Let Me Tell You About The Role

• 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.

What You Will Deliver

• 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 BP Values & Behaviours by leading through our values, building enduring.
• Capability building and enhancing value by closely adhering to safe, Ethical & complaint behaviour 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 using the indirect sales model.
• Compliance with bp’s 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.

What you will need to be successful (experience and qualifications)

• 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.
• BP Behaviours that are considered important for successful delivery in this role:
• Build positive relationships based on trust and honest discussion.
• Pursue detailed management through standardisation, 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.

Experience

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.

Education

• Minimum bachelor’s degree.
• In Engineering / Technology in Mechanical / Automobile /chemical/ Production/ Electrical is desirable.

You Will Work With

• Internal Teams
• Smollan Team
• Distributors
• Retailers
• Mechanics

Why Join our team?

At Castrol, we support our people to learn and grow in a diverse and challenging environment. We believe that our team is strengthened by diversity. We are committed to crafting an inclusive environment in which everyone is respected and treated fairly. Diversity Statement: At Castrol, we provide an excellent environment and benefits such as an open and inclusive culture, a great work-life balance, tremendous learning and development opportunities to craft your career path, life and health insurance, medical care package and many others!
Diversity sits at the heart of our company and as an equal opportunity employer, we stay true to our mission by ensuring that our place can be anyone's place. We do not discriminate based on race, religion, colour, national origin, gender and gender identity, 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 and interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.

Travel Requirement

Up to 100% travel should be expected with this role.

Relocation Assistance

This role is eligible for relocation within country.

Remote Type

This position is a hybrid of office/remote working.

Skills

Account strategy and business planning, Account strategy and business planning, Business Acumen, Business-to-Consumer, Channel marketing activation, Channel Sales, Commercial Acumen, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Training, Customer Value Proposition, Digital Fluency, Distributors Handling, Fast Moving Consumer Goods, FMCG Industry, Internal alignment, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management {+ 2 more}

Legal Disclaimer

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender and gender identity, 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 and interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.

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.