B2B Distributor Business Manager; Mining), Kalimantan

Position: B2B Distributor Business Manager (Mining), Kalimantan
## B2B Distributor Business Manager (Mining), Kalimantan Apply remote type:
This position is a hybrid of office/remote working locations:
Indonesia - Jakarta time type:
Full time posted on:
Posted Todaytime left to apply:
End Date:
July 28, 2026 (12 days left to apply) job requisition :
RQ107314
** Job Family Group:
** Sales Group
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* Job Description:

**** Role Summary
** The B2B Distributor Business Manager (DBM) – Mining is the single point of accountability for distributor performance, volume delivery, and commercial execution within the Kalimantan mining market. The role is responsible for driving sustainable growth through distributor management, prospecting, key account engagement, tender management, forecasting, and Joint Business Planning (JBP). Success in this position requires a strong ability to influence distributors, identify and convert new business opportunities, manage performance through data-driven reviews, and collaborate effectively with customers and cross-functional stakeholders.

Candidates should bring proven experience in the mining sector, distributor or key account management, strong commercial acumen, and the ability to operate successfully in a complex B2B environment while maintaining high standards of safety, ethics, compliance, and customer focus.
** What you will deliver
*** Execute the prospecting strategy within the assigned territory, including prioritisation of time and resources, analysis of market data, senior stakeholder engagement, and management of tender and offer processes.
* Own distributor performance management through structured monthly and quarterly reviews, including assessment of scorecard results, key prospects, and accounts at risk, with clear action plans to address underperformance and close performance gaps.
* Establish and lead quarterly Joint Business Planning (JBP) with distributors, supported by monthly pipeline reviews to drive sustainable volume growth and sales effectiveness.
* Develop accurate monthly forecasts for distributors and direct accounts as part of the demand planning process, incorporating base volumes, incremental growth, new product introductions, and gain/loss adjustments.
* Monitor in-month sales performance and proactively identify opportunities and risks, contributing insights to the S&OP process to support informed decision-making.
* Ensure distributor inventory levels are managed in line with Castrol policies and guidelines.
* Act as the single point of accountability for distributor compliance with HSSE, Product Quality, Brand, Ethical standards, and bp’s Code of Conduct, Values, and Behaviours.
* Ensure accuracy and integrity of commercial and operational data, including Turfview records and distributor accounts receivable status.
* Build and maintain strong, collaborative relationships with distributors, key customers, and internal cross-functional stakeholders to enable delivery of commercial and operational objectives.
* Drive effective and consistent use of Salesforce and other digital tools (including Turfview, Power BI, Tableau, and Castrol Insights) to support territory management, pipeline visibility, and performance reporting.
* Provide regular business updates covering prospect pipeline health, forecast accuracy, business profitability, and allocation of technical resources.
* Champion and role-model the Castrol mindset by promoting growth, customer centricity, empowerment, and continuous improvement.
** Ideal Candidate Profile
*** 3–5+ years' experience in the mining industry, preferably in Kalimantan.
* Proven experience managing B2B distributors and/or key mining accounts.
* Strong prospecting, consultative selling, and business development capabilities.
* Experienced in managing multiple stakeholders and cross-functional projects.
* Comfortable using CRM and performance management tools (e.g., Salesforce, Power BI).
* Demonstrates a growth mindset, customer-centricity, accountability, and strong commercial discipline.
** Skills & Competencies
*** Excellent consultative selling knowledge
* Excellence in key account management practice
* Excellent prospecting knowledge
* Products & Services Knowledge
* Customer Relationship Management,…