Sales Manager - B2B

Overview

bp Kuala Lumpur, Federal Territory of Kuala Lumpur, Malaysia Entity : Customers & Products Job Family Group : Sales Group Job Purpose : Distributor is a business partner and an extension of the company business. The role of the Castrol Sales Manager (SM) exists to manage local distributors and key customers within the sales territory or geographical area. The role is accountable for delivery of HD and ILS sales strategy, derived from the distributor and key customer’s plan. The primary responsibility is to achieve financial performance targets including Sales Volume, Turnover, Gross Margin and Overdue. Additionally, the role is also responsible to work closely with distributor to identify new prospect customers, coaching distributors team and supervising their financial status in order to ensure long term sustainability of value for the company. Key Accountabilities

Manages distributors and key customers within the assigned territory and implement country-specific HD and ILS business strategy within the territory by translating it into clear business plans. Deliver financial performance targets for territory including Volume, Turnover, GM and Overdue. Influence, coach and empower sales teams from distributor partners focused on the standardized execution of customer offers and programs. Input and influence people resources allocations of the distributors to ensure strategic priorities are fulfilled within the territory. Develop, agree (both internally and externally) and implement the annual business plan with the Distributor / Channel partner, providing permanent support in all areas of its contents, and in particular regarding : sales performance including forecasting and reporting – with timely interventions; sales capability (skills and knowledge); customer offer deployment, coverage and satisfaction; financial Return on Investment and cash flow performance; brand representation and compliance; HSSE and Ethical compliance. Minimum 70% of time to be spent for market visit to analyze local market, customer and competitor data to identify potential business opportunities and threats, and advise future sales and demand planning strategies. Collect results from distributor implementation, analyze against the plan, and conduct quarterly reviews to address issues. Leads key customers sales, prospecting, performance management and marketing / channel initiatives through a distributor sales force to drive mutual value. Manage and review prospect pipeline to ensure accurate and timely information is entered into the system to supervise progress of lead and calculate potential sales activity. Identifies relevant market and competitor trends to influence short-term and long-term sales forecasting and planning. Ensure delivery of our promises by seeking continuous improvement and efficiency in all operations, representing the voice of the customer in every decision. Drive standardization of our sales offers in line with our basic customer offer. Ensure that all activities conducted through 3rd parties or intermediaries comply with our CoC and local regulations; ensure compliance with country regulations, BP Group, Segment and regional policies and standards (e.g. Picasso). Experience

Experience in Distributor, Customer and channel management. Track record of delivery of sales targets and performance. Self-motivated, great teammate and able to work independently with good business acumen. Good communication, presentation, selling and influencing skills. Good organizational skills, Excel skills and data analysis. Willing to travel across assigned territory. Skills & Competencies

Role model the BP “Who We Are” culture. Key Account Management and establishing relationships with large customers. Ability to develop and implement strategic and tactical business plans and to be hands on and drive the business with direct responsibility. Flexibility of thought and action to respond to changing market environments and multifaceted business situations. Ability to work across functions and gain support for the businesses. Strong Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Deal Closure. What we offer

It’s crucial to us that the differences we see in the world around us are reflected in our workplace. Who you are is what counts, not where you’re from or how you live your life. At bp, we support our people to learn and grow in a diverse and challenging environment. We believe that our team is strengthened by diversity. We are committed to encouraging an inclusive environment in which everyone is respected and treated fairly. 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 include : Generous salary package including an annual bonus program and individual performance-based incentives. Additional EPF contributions totaling 15%. Excellent work-life balance & flexible working arrangements! Collaborative environment that celebrates achievements, diversity, and culture Ongoing career development and progression opportunities in a global organization 16 weeks paid parental leave (4 weeks partner leave) Travel Requirement

Up to 75% 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 Seniorit y level

Associate Employment type

Full-time Job function

Sales and Business Development Industries : Oil and Gas Note : This refined description excludes extraneous postings and boilerplate not essential to the role. It preserves the original job information while presenting it in a clear, structured format using allowed HTML tags.

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