Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Driving Castrol’s growth across the Americas through strategic leadership, empowered teams, and high-performance channel execution.

Role Overview
Leads the PCO & HD Indirect Sales teams to deliver the channel sales strategy and meet in-year performance targets. The role is accountable for all PCO & HD indirect and national account sales results across the country, including Volume, GM, Working Capital, and HSSE. As a member of the Americas Leadership Team (ALT), the role also contributes to delivery of the overall Operational Business Plan (OBP) and financial results for the performance unit (Volume, Net Turnover, GM, TCC, RCOP, Working Capital).

Key Accountabilities

• Accountable for setting and implementing the channel strategy to support the performance unit’s business strategy and materially grow Castrol’s presence in the Do-It-For-Me channel.

• Develop and implement the business strategy for the country’s Auto/HD indirect business, translating it into clear plans at both team and individual levels, driving Castrol’s presence in key segments such as Wholesale Distributors, SAPDs, NAPDs, etc.

• Leading PCO/HD Indirect team by building an efficient and integrated business, ensuring strategic focus is maintained and financial targets delivered both PCO & HD, building the distributor or channel partner capability.

• Lead, coach and empower sales team to achieve the targeted levels in volume, net turnover and margin & scorecard items as per Annual Business Plans with distributor and channel partners and national accounts.

• Ensure business plans are on target and each team member has a corresponding action plan in place to collaborate with their business partners & deliver targets. 

• Coordinate activities across channels so that our RTM and profit is optimized for the overall business.

• Lead high level senior relationships with key strategic distributors and national accounts. 

• Continually challenge existing route to market and develop compelling cases to conduct further improvements, optimizations and interventions

• Contribute to develop compelling offers to distributors, indirect customers and consumers to underpin annual business plans and targets.

• Handle trade spend and sales cost in a responsible fashion to drive productivity and efficiency.

• Build pipeline of growth opportunities and focus on conversion of key opportunities.

• Ensure that all activities conducted through 3rd parties or intermediaries comply fully with our own Code of Conduct and local competition legalisation. Ensure compliance with relevant country regulations, BP Group policies and standards.

• Ensure utilization from your direct reports of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights and TurfView.

• Line Manager utilization of our digital tools, including Salesforce and Castrol Insights to support overall business management.

• Adopt and apply the Castrol perspective which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo.

• Own the people agenda, developing an empowered, energized, and diverse workforce with the capabilities to meet current and future business needs. Nurture a positive organizational culture, embedding bp’s values and behaviours, HSSE/Wellness, Leadership Expectations, the Code of Conduct, and a strong Speak Up culture

Skills & Experience

• Strong entrepreneurial approach with a clear sense of ownership and accountability.

• Ambition to grow into broader leadership roles, including potential General Manager or Market Leader pathways.

• Advanced tenure (10+ years) of experience in sales, marketing, or related fields, including 5+ years working with distributor networks.

• Experience leading diverse, high-performing teams in senior roles.

• Ability to think strategically and translate direction into clear, practical plans.

• Skilled at motivating teams, building capability, and supporting others to deliver results.

• Comfortable operating in a matrixed environment with multiple interested parties and customer interfaces.

• Confident handling senior-level negotiations and building strong relationships with key partners.

• Creative problem-solver who can bring fresh ideas to business challenges.

Desirable

• Strong sales and marketing capability, with experience delivering results in sophisticated environments.

• Confident representing the company externally and working with large distributors.

• Expertise in Account Strategy & Planning and Account Development.

• Expertise in Measuring and Demonstrating Customer Value.

• Deep understanding of customer profitability and value chains.

• Strong knowledge of sector dynamics, market trends, customer behaviour, and competitor landscape.

How much do we pay (Base)? 183,000.00 - 262,000.00

*Note that the base pay range listed for this position is a good faith and reasonable estimate of the range of possible base compensation at the time of posting. We offer a reward and wellbeing package to enable your work to fit with your life. These can include, but are not limited to, access to health, vision and dental insurance, flexible working schedule, paid time off policy, discretionary annual bonus program, long-term incentive program, and a generous 401K matching program. You may learn more about our generous benefits at bp Benefits

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, Account strategy and business planning, Agility core practices, Business Acumen, Business Analysis, Coaching, Commercial performance, Consultative selling skills, Continuous Improvement, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Value Proposition, Developing and implementing strategy, Digital Fluency, Global Perspective, Internal alignment, Leading through ambiguity, market, Negotiating value, Offer and product knowledge, Partner relationship management, Project Leadership, Sales forecasting/demand planning {+ 1 more}

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.