Distributor Business Manager

BP; Johannesburg; On-site; ZAR 900,000 - 1,200,000; Full time

Job summary

bp in Johannesburg, South Africa, seeks a Distributor Business Manager to grow the distributor network and drive sales performance. You will build relationships, optimize profitability, and align with global business objectives in a hybrid office/remote setup.

You will develop account strategies, forecast sales, and lead negotiations to secure favorable terms. The role requires strong analytical and communication skills and a global market perspective across regions.

Qualifications

• Proven experience in account strategy and business development within a distributor-centric model.
• Strong understanding of consultative selling principles and their application.
• Demonstrated ability in business analysis, customer profitability management, and customer segmentation.

Responsibilities

• Develop and implement account strategies for key distributors, focusing on sales growth, market penetration, and customer satisfaction.
• Apply business analysis and market intelligence to find opportunities and threats, and adapt strategies accordingly.
• Apply consultative selling skills to understand distributor needs and offer tailored solutions that drive mutual value.
• Manage customer profitability and implement effective customer segmentation strategies to optimize resource allocation.
• Develop and maintain strong partner relationships, fostering collaboration and open communication.
• Lead negotiating value discussions with distributors to secure favorable terms and drive profitable growth.
• Conduct accurate sales forecasting and demand planning to ensure product availability and meet market needs.
• Maintain a global perspective, understanding various sector dynamics and adapting strategies for different regions.
• Ensure internal alignment across various departments (e.g., supply chain, marketing, finance) to support distributor activities.
• Effectively manage partners, both internal and external, to achieve business objectives.
• Use Agility core practices to adapt to changing market conditions and drive continuous improvement within the distributor network.
• Continuously monitor customer and competitor understanding to maintain a competitive edge and identify new opportunities.

Skills

Account strategy

Business development

Consultative selling

Sales forecasting

Demand planning

Partner relationship management

Negotiation skills

Global/local market perspective

Stakeholder management

Job description

Distributor Business Manager

Location: South Africa - Johannesburg

Remote Type: This position is a hybrid of office/remote working

Time Type: Full time

Job Description

Job Family Group:

Sales Group

Job Description:

As a Distributor Business Manager at Castrol Southern Africa, you will be responsible for developing and accomplishing strategic plans to grow our distributor network and drive sales performance. You will build strong relationships with distributors, optimize their profitability, and ensure alignment with our global business objectives.

Responsibilities:

• Develop and implement account strategies for key distributors, focusing on sales growth, market penetration, and customer satisfaction.
• Apply business analysis and market intelligence to find opportunities and threats, and adapt strategies accordingly.
• Apply consultative selling skills to understand distributor needs and offer tailored solutions that drive mutual value.
• Manage customer profitability and implement effective customer segmentation strategies to optimize resource allocation.
• Develop and maintain strong partner relationships, fostering collaboration and open communication.
• Lead negotiating value discussions with distributors to secure favorable terms and drive profitable growth.
• Conduct accurate sales forecasting and demand planning to ensure product availability and meet market needs.
• Maintain a global perspective, understanding various sector dynamics and adapting strategies for different regions.
• Ensure internal alignment across various departments (e.g., supply chain, marketing, finance) to support distributor activities.
• Effectively manage partners, both internal and external, to achieve business objectives.
• Use Agility core practices to adapt to changing market conditions and drive continuous improvement within the distributor network.
• Continuously monitor customer and competitor understanding to maintain a competitive edge and identify new opportunities.

Qualifications:

• Proven experience in account strategy and business development within a distributor-centric model.
• Strong understanding of consultative selling principles and their application.
• Demonstrated ability in business analysis, customer profitability management, and customer segmentation.
• Experience with sales forecasting, demand planning, and managing partner relationships.
• Excellent negotiation skills with a track record of driving value.
• Ability to maintain a global perspective and adapt strategies to diverse sectors.
• Strong partner management and internal alignment capabilities.
• Proficiency in Agility core practices.
• In-depth understanding of customer and competitor landscapes.
• Excellent communication, interpersonal, and presentation skills.

Why join us?

At bp, we support our people to grow in a diverse and exciting environment. We believe that our team is strengthened by diversity.

There are many aspects of our employees’ lives that are meaningful, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, 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.

Travel Requirement:

Up to 50% travel should be 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 Acumen, Business Analysis, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Perspective, Internal alignment, market, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Stakeholder Management

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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 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.