Indirect Area Sales Manager - PCO, NC​/VA​/KY

Indirect Area Sales Manager - PCO, NC/VA/KY at bp

The Area Sales Manager (ASM) will sell, grow, and support all Castrol PCO business in assigned geography through our distributor, direct account, and SAPD network. PCO ASMs drive results and performance through key accountabilities focused on new business, account management, OEM, PCNA, Walmart ACC, and SAPD field activation.

• Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments, including both the direct and indirect sales model.
• Expected to be in the market visiting customers and prospects four days per week.
• Ensure WD DSR sales force in assigned area is supported, trained, and has the tools to drive BP/Castrol business of 25,000 gallons or less on their paper in Castrol’s PCO focused segments.
• Prospecting, pipeline development in Salesforce, and accountability for closing opportunities within a territory of 25,000+ gallons (annualized) on a direct basis.
• Maintain a robust pipeline for both direct and indirect prospects.
• Leverage Power
  
  BI to manage territory effectively by proactively overseeing new, growing, declining, and lost accounts.
• Demonstrate, teach, and train DSRs on how to prospect and close business using Castrol programs, ensuring access to digital product catalog, sell sheets, pricing, and other selling tools.
• Support onboarding of OEM, PCNA, Walmart ACC and key accounts as required.
• Utilize Salesforce CRM daily to manage account relationships, pipeline, and build connections within both the customer and our organization, leveraging digital tools like Power
  
  BI, Castrol Insights, and Turfview.
• Comply with bp’s Code of Conduct, Values and Behaviors, and HSSE Standards.

• 80% travel required (50‑60% overnight).
• Work remotely and autonomously in sales territories.
• Implement advanced Value Selling techniques to maximize value for both customers and Castrol, negotiating with customers within agreed DOAs and ensuring no unfulfilled promises.
• Identify sources of value and overcome objections.
• Develop world‑class partnerships and relationships with large customers.
• Prospect customers and actively build new relationships to gain access to business opportunities.
• Budgeting, forecasting, and financial management skills relevant to profitable execution of the sales plan.
• Fully proficient in digital sales platforms such as Salesforce and Microsoft Office.

• Customer Relationship Management
• Products and Program Knowledge
• Customer Segmentation & Channel Management
• Account Strategy & Planning
• Distributor Management
• Territory Management
• Customer Profitability & Value Chain Understanding

At bp, we support our people to learn and grow in a diverse and ambitious environment. We believe that our team is strengthened by diversity and we are committed to fostering an inclusive environment in which everyone is respected and treated fairly. We offer benefits that enable your work to fit with your life, including flexible working options, generous paid parental leave, and excellent retirement benefits.

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.

Seniority level: Mid‑Senior level

Employment type: Full‑time

Job function: Sales and Business Development

Industry: Oil and Gas