Area Sales Manager - HD, Northern CA

BP p.l.c.; United States; Remote; USD 80,000 - 148,000; Full time

Job summary

An established industry player is seeking a dynamic Area Sales Manager to lead sales efforts for Castrol HD products. This role emphasizes new business development and account management, requiring a proactive approach to maximize profitable growth. The ideal candidate will thrive in a fully remote environment, leveraging digital tools like Salesforce and PowerBI to manage customer relationships and sales pipelines. With a focus on building strong partnerships and executing advanced value selling techniques, this position offers a unique opportunity to impact the market significantly. Join a company that values diversity and supports your growth while providing a comprehensive benefits package.

Benefits

Paid vacation

Annual bonus program

401k matching program

Health insurance

Vision insurance

Dental insurance

Life insurance

Short-Term Disability

Long-Term Disability

Flexible working options

Qualifications

• Experience in sales with a focus on account management and business growth.
• Ability to work remotely and manage sales territories effectively.

Responsibilities

• Drive profitable growth of Castrol brands through strategic account management.
• Prospect and develop a robust sales pipeline using Salesforce.

Skills

Customer Relationship Management

Account Strategy & Planning

Territory Management

Distributor Management

Customer Segmentation & Channel Management

Products and Program Knowledge

Customer Profitability & Value Chain Understanding

Education

High School Diploma or equivalent

Bachelor’s degree preferred

Tools

Salesforce

Microsoft Office

PowerBI

Job description

Travel Requirement:

Up to 75% travel should be expected with this role.

Relocation Assistance:

This role is not eligible for relocation.

Remote Type:

This position is fully remote.

Job Summary

Entity: Customers & Products

Job Family Group: Sales Group

Job Description:

Role Synopsis:

The Area Sales Manager (ASM) will sell, grow, and support all Castrol HD business in assigned geography through our distributor network and direct accounts. HD ASMs drive results and performance through the execution of key accountabilities described below.

Role focuses on new business, account management, and HDNA, OEM, TA field activation as required. The Area Sales Manager will focus on increasing profitable volume growth within the assigned region of Northern, CA.

Key Accountabilities:

• Maximize profitable growth of Castrol brands with a focus on premium products and HD strategic segments including both the direct and indirect sales model.
• This role is expected to be in the market visiting customers and prospects four days per week.
• Ensure WD DSR sales force in assigned area is supported, trained and has the tools to drive BP/Castrol business of 25,000 gallons or less on their paper in Castrol’s HD focused segments.
• Prospecting, pipeline development in Salesforce and accountability for closing opportunities within territory of 25,000+ gallons (annualized) on a direct basis.
• Accountable to maintain a robust pipeline for both direct and indirect prospects.
• Leverage PowerBI to manage territory effectively, by proactively overseeing new, growing, declining, and lost accounts.
• Demonstrate, teach and train DSRs on how to prospect and close business using Castrol programs, ensuring access to digital product catalog, sell sheets, pricing and other selling tools.
• Support the onboarding of OEM, HDNA, TA, and key accounts as required.
• Use Salesforce CRM daily to manage account relationships, pipeline, and build connections within both the customer and our organization, leveraging digital tools like PowerBI, Castrol Insights, and Turfview.
• Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.

Essential Education & Experience:

• High School Diploma or equivalent.
• Bachelor’s degree preferred.
• 75% travel is required for this position (50-60% overnight).
• Working remotely and autonomously in sales territories.
• Implement advanced value selling techniques to maximize value for both our customers and Castrol, negotiate with customers within agreed DOAs ensuring not to make any promise that cannot be delivered.
• Solid ability to identify sources of value and overcome objections.
• Develop world class partnerships and relationships with large customers.
• Prospect customers require the Area Sales Manager to actively build new relationships to gain access to business opportunities.
• Budgeting, forecasting, and financial management skills experience relative to the profitable execution of sales plan.
• Fully proficient working with digital sales platforms such as Salesforce and Microsoft Office.

Skills & Competencies:

• Customer Relationship Management
• Products and Program Knowledge
• Customer Segmentation & Channel Management
• Account Strategy & Planning
• Distributor Management
• Territory Management
• Customer Profitability & Value Chain Understanding

How much do we pay (Base)? $80,000- 148,000.

*Note that the pay range listed for this position is a genuinely expected and reasonable estimate of the range of possible base compensation at the time of posting.

This position is eligible for US Benefits - Core. This position offers paid vacation depending on your years of relevant industry experience and will range from 120 – 240 hours of vacation per year for full-time employees (60 - 240 hours of vacation per year for part-time employees). You will also be eligible for 9 paid holidays per year and 2 personal choice holidays. You may learn more about how we calculate paid vacation and view our generous vacation and holiday schedules at Core U.S. Benefits.

We offer a reward package to enable your work to fit with your life. These offerings include a discretionary annual bonus program, long-term incentive program, and generous retirement benefits that include a 401k matching program. These benefits include a pension for eligible employees.

As part of bp’s wellbeing package, bp offers access to health, vision, and dental insurance, as well as life and Short-Term Disability and Long-Term Disability.

Why Join Us:

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 providing an inclusive environment in which everyone is respected and treated fairly.

We recognize that there are many aspects of our employees’ lives, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, collaboration spaces in a modern office environment and many others! Reinvent your career as you help our business meet the challenges of the future. Apply now!