Area Manager B2B

Let me tell you about the role!

The role is accountable for delivery of shared business objectives in the given portfolio, including Volume and GM performance targets, as well as other activation targets like in-store penetration, share of wallet and training etc. An information source of the latest voice of customer , the competitor activities and the change of local market. This role holder will also sell, grow and support all Castrol Heavy Duty (HD) business in assigned geography through our Distributor network and direct accounts.

What you will deliver:

Workshop development:
o Work with Key Account sales team and planning team to define a local area business plan including target workshops, coverage, sales target, activities etc.
o Understand Key Account sales contract terms, policy and agreed offer
o Support to prepare specific workshop value selling offer and sell to the target customer under mentorship.
Workshop management:
o Understand and build relationship with customer in order to gain dedication for the activities proposed.
o Support to implement activities aligned to customer needs and company strategy to maintain the good relationship with existing customers.
o Support to defend and grow existing customer through needs based and effective use of our offer under mentorship.
o Holds regular meetings to agree and track KPIs with customers.
o Coordinate with Key Account team on workshop activation planning for responsible area
Manage designated service provider for workshop activation if needed.
o Customer and market insights: manage an updated database and maintain close relationship locally.
o Understand competitor s approach and provide feedback to company. Represent the company improve our approach.
Heavy Duty
o Maximize profitable growth of Castrol brands with a focus on premium products and HD strategic segments including both direct and indirect sales model.
o Work with Distributor sales force in assigned area to drive BP/Castrol business in Castrol s HD focused segments.
o Accountable to maintain a robust pipeline of prospects

What you will need to be successful