Job Purpose This role has accountability for delivering the sales targets – Sell In/Out volume, turnover, gross margin via the achievement of process KPIs active stores, in store share, product mix and investment plan accomplishment - for assigned territory. The role should also take the people management accountability of a group of DSR Supervisors and meanwhile ensure the appointed territory follows the overall strategy of the region which the assigned territory belong to. Key Accountabilities · Guide and lead the development of sell in and city sellout plan for assigned territory following annual plan and strategy of the Region. · Drive team and distributors to implement the city sell out plan and ensure the achievement of city plan especially on the Sell Out target: workshop coverage, in store share, new product distributions, CAS/SS/LTT investment plan. · Lead sales team, both Castrol sales and DSRs to flawless execute the sales activation programs. · Be responsible for managing the assigned budget, in store investment and rebate distributors and phasing. · Based on RTM plan of the Region, lead the RTM strategy and implementation for the territory. · Lead key account development of the territory and land customized offer through cross functional support. · Optimise effectiveness of resources in the assigned territory, implement talent management and succession planning programs. · Continuously coach and develop sales team and DSRs to ensure the capability to successfully deliver the city sell out plan. · Ensure that all activities conducted through 3rd parties or intermediaries in country comply fully with our own CoC and local competition legalization. Ensure compliance with country regulations, BP Group, Segment and regional policies and standards. Summary Decision Rights · Resource allocation with following governance principles for the territory · Determine the sales targets (both Sell Out/Sell In) for the team members. · Decide the activity set within the territory. Job Holder Requirements Education 61 Minimum: Bachelor’s degree. Experience 61 10+ years relevant sales experience and 5+ years sales management experience 61 Solid track record of driving sellout to workshop/stores under dynamic situation 61 Experience working in a matrix organization with complex customer interfaces. 61 Strong people management experience 61 Experience in dealing with key accounts and large, complex distributors, Experience in developing commercial plan and account plans 61 Well-rounded business experience to be able to implement cross functional plans.
Skills & Competencies 61 Workshop/Retail Management through distributors 61 Account Management through or not through distributors 61 Territory Management through distributors 61 Role model Who We Are and Castrol Mindsets 61 Ability to develop and implement strategic and tactical business plans and to be hands on and drive the business with direct responsibility. 61 A strong organization and people orientation to be able to build strong, capable and sustainable organizations. 61 Agile thought leadership and action to be able to respond to changing market environments and dynamic business situations. 61 Ability to work across functions and gain support from cross teams. 61 Ideally based in the key city of assigned territory.
