Marine Sales Manager - New Orleans, LA OR Houston, TX

Castrol; Houston (TX); On-site; USD 107,000 - 153,000; Full time

Job summary

Castrol is seeking a Marine Sales professional in the United States to drive territory growth across the Gulf region, engaging ship owners, OEMs and distributors with compelling commercial offers.

You will lead Joint Business Plans, manage pricing within delegated authority, and coordinate virtual account teams to meet customer needs. Regular travel across the territory is required.

Qualifications

• B2B sales experience with a track record of achieving targets.
• Strong ability to develop and win new customer opportunities.
• Experience managing key customer relationships and working with distributors or channel partners.
• Strong commercial acumen including pricing, volume and profitability management.
• Excellent communication and influencing skills for senior stakeholders.
• Experience working cross-functionally to achieve business objectives.
• Ability to develop and execute strategic and tactical business plans.
• Comfort with using digital tools to support the sales process.

Responsibilities

• Execute territory sales strategy to deliver targets (volume, turnover, margin).
• Identify, develop and win new B2B opportunities and grow existing relationships.
• Manage distributor and channel partner relationships for sustainable growth.
• Develop Joint Business Plans with distributors and provide coaching on sales performance, HSSE, ethics and compliance.
• Spend 60%+ of time with customers and distributors, building trusted relationships.
• Lead customer calls with distributors to develop sales capability and growth opportunities.
• Conduct volume/margin analysis, support tenders and monitor pricing performance.
• Make customer-level pricing decisions within delegated authority while protecting profitability.
• Develop market and competitor insights to identify opportunities and support offers.

Skills

B2B sales

Sales targets

Business development

Key account management

Pricing strategy

Communication

Cross-functional collaboration

Strategic planning

Digital tools

Market knowledge (marine/oil & gas)

Willingness to travel

Education

Degree or tertiary business qualification

Job description

Castrol is one of the world’s leading lubricant brands, serving customers and consumers in the automotive, marine, industrial and energy sectors. Castrol brands are recognised globally for their premium quality and high performance, shaped by the company’s commitment to innovation and cutting-edge technology. With products sold in more than 150 countries, Castrol has helped keep things moving on roads and racetracks, air, sea, and space for over 125 years.

Whether you're just starting out or ready for your next big move, you're in the right place to explore an exciting career with Castrol.

Job Description

About the team

Our Marine sales team drives profitable growth by developing strong customer relationships, winning new business and managing distributor and channel partnerships across the marine sector. The team works closely with ship owners, operators, OEMs and industry partners, supported by Customer Operations, business support and Technical Services teams.

Key tasks

• Execute the territory sales strategy and deliver volume, turnover, margin and debtor targets.
• Identify, develop and win new B2B business opportunities while growing existing customer relationships.
• Manage and develop distributor and channel partner relationships to drive sustainable sales growth.
• Develop and implement Joint Business Plans with distributors and channel partners, providing ongoing support and coaching around sales performance, capability, customer offers, HSSE, ethics and compliance.
• Spend at least 60% of your time with customers and distributors, building trusted relationships across different levels and functions.
• Make joint customer calls with distributors to develop sales capability and identify opportunities for growth.
• Conduct volume and margin analysis, support tender activity, monitor pricing performance and help resolve customer operational issues.
• Make customer-level pricing decisions within delegated authority while protecting profitability and customer value.
• Develop customer, market, sector and competitor insights to identify opportunities and support offer development.
• Maintain a detailed view of customer opportunities, events and vulnerabilities to support monthly business reviews and territory planning.
• Build relationships with customers, OEMs and relevant industry organizations to strengthen market presence and identify new opportunities.
• Lead virtual customer account teams, partnering with Customer Operations, business support and Technical Services to meet customer needs.

Experience Required

• Degree or tertiary business qualification, or equivalent relevant experience.
• Proven B2B sales experience with a track record of achieving sales targets and delivering commercial results.
• Strong business development capability with experience identifying, developing and winning new customer opportunities.
• Experience managing key customer relationships and working with distributors, channel partners, intermediaries or resellers.
• Strong commercial acumen, including experience developing business plans and managing sales performance, pricing, volume and profitability.
• Ability to develop and maintain relationships with customers, OEMs and industry organizations.
• Strong communication and influencing skills, with the ability to present persuasive commercial offers to senior customer stakeholders.
• Ability to work cross-functionally and leverage internal and external networks to achieve business objectives.
• Ability to develop and execute strategic and tactical business plans while effectively prioritizing competing demands.
• Comfortable using digital tools and applications to support the sales process and enhance the customer experience.
• Understanding of the shipping, marine and/or oil and gas markets, including relevant market dynamics, trends and regulatory environments, is desirable.
• Based in the New Orleans, Louisiana or Houston, Texas area and able to travel regularly throughout the assigned territory.

The anticipated salary range for this position is shown below with additional market competitive benefits. Actual placement within this range will be determined by a candidate's relevant experience, skills, and internal equity.

Salary range

$107,000 - $153,000 USD

The Castrol entity recruiting for this role is the data controller for the personal information you provide. We use it to assess your application and to manage the recruitment and onboarding process. We may share it with service providers who support our recruitment, and it may be transferred to other Castrol entities internationally under appropriate safeguards. We keep it only for as long as necessary. For details of how we use your information and your data protection rights, contact [e-mail].

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 Castrol recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.).

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.