Area Sales Manager (Indiana)

bp; Anchorage (AK); On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

Health insurance

401k matching

Bonuses

Paid time off

Job summary

bp is seeking an Area Sales Manager to drive sales and profitability for Castrol Industrial products in Indiana through distributor and direct channels in a B2B environment. You will implement territory plans, manage pipelines in Salesforce, and develop new business across sites and applications.

The role requires 5+ years of industrial sales experience, strong knowledge of metallurgy or lubrication applications, and proficiency with Salesforce, Power BI, and Excel. Travel up to 75% is expected.

Qualifications

• Bachelor’s degree in Business, Engineering, or technical field preferred.
• Minimum 5 years industrial sales experience in a relevant sector.
• Experience with Salesforce and data tools for pipeline management.
• Strong negotiation, consultative selling, and partnership skills.

Responsibilities

• Develop and execute territory strategy to grow sales and margin.
• Identify and win new business in assigned territory and channels.
• Maintain accurate Salesforce pipeline with close dates and next steps.
• Protect and grow gross margin through value-based pricing and discounts governance.
• Build relationships with customers and distributors at all levels to drive results.

Skills

Account strategy

Sales forecasting

Channel management

Negotiation skills

Data-driven

Digital fluency

Education

Bachelor’s degree

Tools

Salesforce

Power BI

SharePoint

LinkedIn

Workday

Excel

Job description

Job Description

Area Sales manager will achieve or exceed assigned sales and profitability goals by maintaining and growing sales of Castrol Industrial products and services in Indiana through distribution and direct channel in Business to Business (B2B) environment.

Job Family Group

Sales Group

Key Accountabilities

• Territory strategy & execution: Build and implement a territory plan (segmentation, target list, coverage model) to deliver volume, margin, and share growth.
• New business development: Identify, qualify, and convert new opportunities; expand into new sites, plants, and applications within the territory. Distribution and Direct selling.
• Opportunity pipeline rigor: Maintain an accurate pipeline in Salesforce (stage, value, close date, next steps, etc.) and manage forecast cadence with demand team.
• Pricing & profitability management: Protect and grow gross margin through value-based pricing, mix optimization, and disciplined discount governance.
• Value and consultative selling: Use value and consultative skills to enhance customer offers, unlock customer difficulties, drive value and successfully close new business
• Relationship Management: Develop and grow relationships at all levels of customer and distributor organizations to ensure alignment and collaboration; plant level employees, mid-level management, senior leaders and corporate stakeholders
• Distributor/channel effectiveness: Ensure distributor strategy execution (coverage mapping, inventory, demand generation, training, investment) and hold partners accountable to joint business plans & performance.
• Time management: Plan and prioritize territory activities to improve time in front of customers and high-value opportunities, ensuring timely follow-up, execution on commitments and matriculation of opportunities through the sales process
• Internal collaboration: Collaborate with key internal functions (ex: finance, demand planning, etc.) to achieve organization goals and increase overall effectiveness in serving our customers

Education

• Bachelor’s degree. Preferably in Business, Engineering or a Technical/Field rigor

Experience

• Minimum of 5 years industrial sales experience
• Expertise in Metalworking products and applications and/or Industrial Lubrication products and applications strongly preferred
• Prospecting experience with a Hunter attitude with ability to manage pipelines (Salesforce)
• Business Partnering, consultative, selling and negotiations skills
• Must be digitally savvy and experienced in using Microsoft Office Suite, Saleforce and other digital tools (ex: Power BI, SharePoint, Adobe, Workday, LinkedIn, etc.)
• Must be skilled at data manipulation and insight generation via Microsoft Excel
• Must have a valid driver’s license
• Travel up to 75% of the time in the territory, some overnights
• Must be at least 18 years of age; Legally authorized to work in the United States; and not require sponsorship for employment visa status (i.e. H1B, TN, etc.) now or in the future
• Conduct one’s self in a manner that is safe, ethical, and consistent with applicable laws and regulations, BP Requirements, BP values and behaviors and our HSSE goals as required in BP’s Code of Conduct with emphasis on Safety, Courage, One-Team, Respect, and Excellence

Skills & Competencies

• Products and Services Knowledge: Mastery
• Prospect and Pipeline Management (Business Development): Mastery
• Consulting and Selling Skills: Mastery
• Measuring and Demonstrating Customer Value: Skilful
• Distributor Management: Skilful

Why join us

At bp, we support our people to learn and grow in a diverse and ambitious 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.

There are many aspects of our employees’ lives that are meaningful, so we offer benefits ( https://exploreyourbenefits.com/landing.html) to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and excellent retirement benefits, among others!

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.

How much do we pay (Base)?

($120,000 - $150,000 (Minimum & Maximum)) *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 Select. 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 Select SPD Bp has a parental leave policy as well, which offers up to 8 weeks’ paid leave for the birth or adoption of a child. Learn more by visiting Select SPD.

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 employee. You may learn more about our generous benefits at Select SPD.

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. You may learn more about our generous benefits at Select SPD

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

Skills

Account strategy and business planning, Business Acumen, Channel marketing activation, Commercial Acumen, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Training, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, 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.

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.