Sales Manager - B2B

BP; Kuala Lumpur; Hybrid; MYR 80,000 - 120,000; Full time

Job summary

A global oil and gas company is seeking a Castrol Sales Manager in Kuala Lumpur to manage local distributors and key customers. The role focuses on achieving financial performance targets, influencing and coaching distributor teams, and analyzing local market dynamics. Travel up to 75% is expected, with a hybrid working model that offers flexible arrangements. Ideal candidates should have experience in distributor management, strong sales skills, and the ability to drive strategic business plans.

Benefits

Generous salary package including an annual bonus

15% EPF contributions

Excellent work-life balance

Ongoing career development opportunities

16 weeks paid parental leave

Qualifications

• Experience in distributor, customer and channel management.
• Track record of delivering sales targets and performance.
• Good communication and organizational skills.

Responsibilities

• Manage distributors and key customers within the assigned territory.
• Deliver financial performance targets including Volume, Turnover, GM and Overdue.
• Spend 70% of time on market visits to analyze local market.

Skills

Account strategy and business planning

Business analysis

Consultative selling skills

Customer segmentation

Stakeholder management

Job description

Job Purpose

Distributor is a business partner and an extension of the company business. The role of the Castrol Sales Manager (SM) exists to manage local distributors and key customers within the sales territory or geographical area. The role is accountable for delivery of HD and ILS sales strategy, derived from the distributor and key customer’s plan. The primary responsibility is to achieve financial performance targets including Sales Volume, Turnover, Gross Margin and Overdue. Additionally, the role works closely with distributors to identify new prospect customers, coach distributor teams and supervise their financial status to ensure long‑term sustainability of value for the company.

Key Accountabilities

• Manage distributors and key customers within the assigned territory and implement country‑specific HD and ILS business strategy by translating it into clear business plans.
• Deliver financial performance targets for territory including Volume, Turnover, GM and Overdue.
• Influence, coach and empower sales teams from distributor partners focused on the standardized execution of customer offers and programs.
• Input and influence people‑resource allocations of the distributors to ensure strategic priorities are fulfilled within the territory.
• Develop, agree (both internally and externally) and implement the annual business plan with the Distributor / Channel partner, providing permanent support in all areas of its contents, and in particular regarding sales performance including forecasting and reporting; sales capability (skills and knowledge).
• Customer offer deployment, coverage and satisfaction; financial Return on Investment and cash flow performance.
• Brand representation and compliance; HSSE and Ethical compliance.
• Spend a minimum of 70% of time on market visits to analyze local market, customer and competitor data to identify potential business opportunities and threats. Use this analysis to advise future sales and demand‑planning strategies, collect results from the implementation of offers by distributor teams, analyze against the plan, and conduct quarterly reviews to address any issues.
• Lead key‑customer sales, prospecting, performance management 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 and supervise progress of leads and calculate potential sales activity.
• Identify relevant market and competitor trends to influence short‑term and long‑term sales forecasting and planning.
• Ensure delivery of promises by seeking continuous improvement and efficiency in all operations, ensuring the voice of the customer is represented in every decision.
• Drive standardization of sales offers in line with the basic customer offer.
• Ensure that all activities conducted through third parties or intermediaries comply fully with the company’s Code of Conduct, local competition regulation, group, segment and regional policies and standards (e.g., Picasso).

Experience & Capabilities

Experience

• Experience in distributor, customer and channel management.
• Track record of delivering sales targets and performance.
• Self‑motivated, a great teammate, able to work independently with a keen eye for business.
• Good communication, presentation, selling and influencing skills.
• Good organizational skills, Excel proficiency and data‑analysis ability.
• Willingness to travel across the assigned territory.

Skills & Competencies

• Role model the BP "Who We Are" culture.
• Key account management and establishing relationships with large customers.
• Ability to develop and implement strategic and tactical business plans, to be hands‑on and drive the business with direct responsibility.
• Flexibility of thought and action to respond to changing market environments and multifaceted business situations.
• Ability to work across functions and gain support for the businesses.
• Strong product & 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 contracts; deal closure.

What We Offer

• Generous salary package including an annual bonus program and performance‑based incentives.
• Additional EPF contributions totaling 15%.
• Excellent work–life balance & flexible working arrangements.
• Collaborative environment that celebrates achievements, diversity and culture.
• Ongoing career development and progression opportunities in a global organization.
• 16 weeks paid parental leave (4 weeks partner leave).

Travel Requirement

Up to 75% travel is 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, agility core practices, business analysis, commercial acumen, consultative selling skills, customer profitability, customer segmentation, customer value proposition, digital fluency, global perspective, internal alignment, negotiating value, offer and product knowledge, partner relationship management, sales forecasting/demand planning, sector, market, customer and competitor understanding, stakeholder 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.