Thursday, October 31, 2013

Territory Sales Manager - BP/Castrol

The Territory Sales Manager is responsible for: o Planning and implementing consumer sales activities for BP/Castrol products in an assigned area of responsibility o Achieving strategy execution, volume, share, and profit targets o Owning the relationship with the Distributors in assigned geography. o Maximizing sales coverage efficiency through superior account knowledge and understanding business goals/objectives o Developing business relationships with all key customers o Achieving targeted distribution levels for strategic initiatives. o Managing a "book of business" for assigned territory This is a home-based position located in the Los Angeles, CA area.

* Conduct quarterly reviews with distributors and key customers to track performance vs. contractual obligations. Create marketing plans to assist distributors with obligations and growth across PCO segments. * Maintain and increase customer penetration through contact with key customers within assigned geography. This includes routine personal interface with key customers and Wholesale Distributors (WD). * Work with WD Sales force in assigned area to drive BP/Castrol business * Assist with development and the management of area budgets in order to control costs while maximizing sales and profits * Routinely evaluate territory account coverage. Working with Region Manager, identify best methods for distribution of product to a given market, promotional support necessary and competitive activity affecting BP/Castrol's performance. * Support Passenger Car Oil and OEM partnership accounts and initiatives. * Communicate (formally and informally) with Region Manager (including issues, opportunities and competitive activities impacting business). * Maintain account records that illustrate all business opportunities to include: viable customers, customer contact information, business needs, key actions, volume/profit potential, and premium product opportunities Business Objectives * Work with Region Manager to develop and execute annual and quarterly sales plans by brand, by customer, and by market to include the delivery of specific volume, share, and profit objectives. * Ensure distributors and key customers within area of responsibility maximize the profitable share of BP/Castrol products and meet contractual obligations (include active management, monitoring, training, and evaluation of strategic distributors). * Maintain and "close" installer business in assigned geography * Activate a premium "trade up" strategy with all key customers

A minimum of a High School Diploma or equivalent.

* Minimum 3-5 years sales experience selling consumer products and/or commercial lubricants through distributor channel. Exceptional sales and negotiating skills. Ability to work independently. Strong interpersonal and leadership skills. Proficient level skills in Microsoft Office including Word, Excel and PowerPoint.

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