Regional Activation Manager - North

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Summary:

Responsible for managing an indirect sales team and external distributors and key accounts to achieve all sales objectives vs. plan by maintaining and growing sales of products and services in assigned territories through distribution channels, as well as assisting in the development and implementation of short- and long-term growth strategies and account retention programmes for key accounts. The scope of the role will influence the grade – this can include financial accountability, geographical scope, leadership responsibilities and overall level of responsibility.

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Job Purpose

• The role is accountable for leading and delivery of shared business objectives in the given portfolio, including Volume and GM performance targets, as well as other activation targets like in-store penetration, share of wallet and training etc.
• Coordinate cross function activities and issues and implement assigned projects.

Key Accountabilities:

• Manage designated service provider for workshop activation if needed.
• Manage activation service providers and drive compliance and efficiency in handling 3rd party who supports our business and reduce sophisticated deal structure.
• Workshop development & management:
• Understand customer needs and competitor’s approach and provide feedback to company. Represent “voice of customer” in the company in order to improve our approach.
• Cooperate with Key Account sales team to define a local area business plan including target workshops, coverage, sales target, activities etc.
• Holds regular meetings to agree and supervise important metrics with customers.
• Implement the agreed sales channel activation plan to achieve and exceed sales volume, turnover, A/R targets from effective workshop and regional super dealer management.
• Understand, build relationship with, and influence customer in order to gain dedication for the activities proposed.
• Prepare specific workshop value selling offer and sell to the target customer.
• Implement activities aligned to customer needs and company strategy to maintain the good relationship with existing customers.
• To be the local advocator of Castrol brand and BP V&B, ensure all the business activities conform to BP’s code of conduct, country legislative requirements as well as BP strict Health, safety and environment policies
• Actively defends and grows existing customer share of wallet through needs based and effective use of our offer.
• Provide effective guidance on activation to KAMs based on local insight and close relationship

• Provide daily management and supervision of team members and fulfil the related people processes accordingly.
• Manage the activation team to serve the overall regional/channel activation target
• Coach team members and support them to continuously improve the capabilities based on the sales capability framework

Requirements:

Education

• Bachelor’s degree, with major of sales & marketing related is preferable

Experience

• More than 5-8 years senior Key Account Sales Channels management experience which should be related to automotive OEM industry; The experience in car dealer is a strong plus.
• Team management experience is a must
• More than 8 years sales & marketing experience.
• Working experience in Lubes industry is preferable

Skills & Proficiencies

• Strong territory management.
• Excellent Selling skills especially the value selling skills, fair knowledge on auto technology, aftermarket service of course lubes as well;
• Good relationship builder particularly with the key personals across not only Key accounts, but also the industry related
• Team oriented and collaborative leadership skills
• Strong influencing and interpersonal skills – able to communicate views optimally throughout the organization and external partners
• Proficiency in working level English. Fair knowledge in Finance, Supply Chain, Marketing.
• Maturity with significant business and social insight – understand the business context as well as the industry trend particularly for the assigned Key Account.
• In depth understanding of the Key Account business and aftermarket;

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, veteran status, or disability status. 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 100% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is fully remote

Skills:

Business Acumen, Commercial performance, Consultative selling skills, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Listening, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding

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, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with disabilities may request a reasonable 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 accommodation related to the recruitment process, please contact us to request accommodations.

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.