Distributor Business Managers are the single point of accountability for their associated country distributors as it pertains to the volume and scorecard performance.
DBMs drive results and performance through the execution of key accountabilities described below.
Key Accountabilities
Conduct monthly country distributor performance reviews, which consist of a robust review of key prospects and accounts at risk and detailed review of Scorecard metrics and performance manage country distributors to drive accountability for Castrol sales results.
When performance is not at target levels on scorecard metrics, DBM is accountable to build action plan to address the underperformance.
Identifies actions to close the gap and owns the execution of the action plan.
Conduct monthly robust review of key prospects and accounts at risk with staff and report gain and lost account results internally through the Sales & Operational Planning (S&OP) process.
Conduct in-market/in-country visits on a regular basis ensuring each country is
visited at least twice a year. Travel requirements for the role are extensive with up to 75% of time spent customer facing in-country,
Forecast monthly for country distributors as part of region’s S&OP demand plan.
Accountable to ensure Turfview accuracy is maintained and that accounts
Receivables with distributors is current and update to date.
Provide input into distributor and installer programs and new products and
Communicate to marketing competitive threats and trends.
Implement detailed plans and manage sales processes in the region with the focus on acquisition of new customers with country distributors
Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
Adopt and utilize the Castrol approach 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.
Education
Bachelor’s degree or equivalent experience in relevant field of study
Experience
Customer and channel management experience.
Proven cross functional project management experience and working within multi-layers of an organization.
Proven experience in the execution of marketing programs. Experience in the management of programs and offers
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