Distributor Sales Manager B2C - North

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

Job Category: Sales Group

Relocation: This role is not eligible for relocation.

Job Summary

Entity: Customers & Products

Job Family Group: Sales Group

Job Purpose: To service and manage distributor in the territory. The Distributor is a business partner and an extension to the company business and the DSM will be responsible for the successful implementation of a business plan for each Distributor. This will include the use of the WCSC (World Class Sales Call), ensuring the Distributor advocates the company products and services correctly, managing the Distributor profitability and providing Distributors with all the required support to deliver value to customers.

The arena of the DSM will include all designated and assigned Distributor within a territory and coaching distributor sales team.

Key Accountabilities:

• Manage distributor in the assigned territory.
• Spend a minimum of 70% of time on market visits, analyzing local market, customer and competitor data to identify business opportunities and threats. Utilize analyzed data to inform future sales and demand planning.
• Manage sales, prospecting, performance management (e.g., trade loan) and marketing/channel initiatives through a distributor sales force to drive mutual value.
• Manage and review prospect pipeline to ensure accurate and timely information is entered into the system to monitor progress of leads and calculate potential sales activity.
• Identify relevant market and competitor trends and use them to influence short-term and long-term sales forecasting and planning.
• Share knowledge and coach distributor sales team in alignment with WCSC (World Class Sales Call). Provide both positive and developmental feedback on a consistent basis to distributor sales force with clarity, support, insight, motivation and encouragement.
• Develop strong professional working relationships with Distributors, functions and teams with sometimes differing focus to foster long-lasting relationships.
• Modify sales strategies in response to company changes/information provided by group leaders to leverage new business opportunities and threats to BP Group.
• Communicate clearly and raise awareness of HSSE and Ethics standards to all distributors and their staff, customers, intermediaries and contractors within their arena.

Key Requirements:

• Bachelor's degree.
• Relevant experience in distributor sales and management.
• Track record of delivery of sales targets and performance.
• Experience/track record/confidence representing the company externally and dealing professionally with large distributors.

At bp, 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 fostering an inclusive environment in which everyone is respected and treated fairly. We offer benefits to enable your work to fit with your life, including flexible working options and paid parental leave policy.

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.

Remote Type: This position is fully remote.

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.