About this Sales Manager – South role at BP
Job Family Group:
Sales Group
Job Description:
As a leading global energy company, we provide heat, light and mobility to customers worldwide. Across the bp landscape, we’re home to a range of brands across many areas of our industry. We’re investing in today’s energy system and helping build out tomorrow’s. So while we’re still in oil and gas, over the next decade we’ll become a different kind of energy company. We’re decarbonizing and diversifying our business, fundamentally transforming what we do so we can reach net zero by 2050 or sooner. We also have a strong mission to help the whole world reach net zero too – working across our industry to improve people’s lives.
It's an exciting time to join bp. Meeting the energy challenge requires many different approaches and solutions. And as part of finance business & technology (FBT), you’ll be fully connected into the world of bp. You’ll play an increasingly important part within a network of like-minded colleagues on strategic projects that stretch across the globe. And it starts with you. There’s a world of opportunities to build new skills, challenge yourself and grow a long-term career at FBT Malaysia. And no matter where you work, your role will have meaning, purpose and impact. So if you want to be part of a caring, supportive environment where you can realize your full potential, we’re with you.
Job Purpose:
Distributor is a business partner and an extension of the company business. The role of the Distributor Sales Manager (DSM) exists to manage local distributor 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 monitoring 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 motivate 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, with the purpose of analyzing local market, customer and competitor data to identify potential business opportunities and threats. This analysis is used to inform future sales and demand planning strategies. Collect results from the implementation of offers by distributor teams within territory, analyze against the respective plan, and conduct (min) quarterly reviews to address any issues that may arise.
Manages key customers sales, prospecting, performance management and marketing / channel initiatives through a distributor sales force to drive mutual value. Manages and reviews prospect pipeline to ensure accurate and timely information is entered into the system in order to monitor progress of lead and calculate potential sales activity.
Identifies the relevant market and competitor trends, which are utilized 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 making sure the voice of the customer is represented in every decision we make.
Drive standardization of our sales offers in line with our basic customer offer.
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 (e.g. Picasso).
Requirements:
Education
Bachelor’s degree / diploma in relevant field of study.
Experience
Experience in Distributor, Customer and channel management.
Track record of delivery of sales targets and performance
Self-motivated, team player and able to work independently and have good business acumen
Good communication, presentation, selling and influencing skills
Good organizational skills, Excel skills and good in data analysis.
Willing to travel extensively, up to 70% of the time, including visits to assigned territory
Job Location
To be based in Southern Region
Skills & Competencies
Role model the BP “Who We Are” culture..
Key Account Management and building 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 be able to respond to changing market environments and dynamic 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
At bp, we provide the following environment and benefits to you!
A company culture where we respect our diverse and unified teams, where we are proud of our achievements and where fun and the attitude of giving back to our environment are highly valued
Possibility to join our social communities and networks
Learning opportunities and other development opportunities to craft your career path
Life and health insurance, medical care package
And many other benefits.
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status!
Travel Requirement:
Relocation Assistance:
Remote Type:
Skills:
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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.
