Energy Job Search · 18 hours ago
Indirect Area Sales Manager - PCO, Southern CA/NV/AZ
Lake Forest, CA
Full-time
Hybrid
Mid, Senior Level
$82K/yr - $140K/yrbp is a company that supports its people to learn and grow in a diverse and ambitious environment. The Area Sales Manager will be responsible for selling, growing, and supporting the Castrol PCO business in the assigned geography through distributor and direct account management, while focusing on new business and account activation.
Staffing & Recruiting
Responsibilities
Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments including both the direct and indirect sales model
This role is 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 territory of 25,000+ gallons (annualized) on a direct basis
Accountable to maintain a robust pipeline for both direct and indirect prospects
Leverage PowerBI 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 the 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 PowerBI, Castrol Insights, and Turfview
Compliance with bp's Code of Conduct, Values and Behaviors and HSSE Standards
Qualification
Required
High School Diploma or equivalent
80% travel is required for this position (50-60% overnight)
Working remotely and autonomously in sales territories
Implement advanced Value Selling techniques to maximize value for both our customers and Castrol, negotiate with customers within agreed DOAs ensuring not to make any promise that cannot be delivered
Solid ability to identify sources of value and overcome objections
Develop world class partnerships and relationships with large customers
Prospect customers require the Area Sales Manager to actively build new relationships to gain access to business opportunities
Budgeting, forecasting, and financial management skills experience relative to the profitable execution of sales plan
Fully proficient working with 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
Preferred
Bachelor's degree preferred
Benefits
Access to health, vision and dental insurance
Flexible working schedule
Paid time off policy
Discretionary annual bonus program
Long-term incentive program
Generous 401K matching program
Flexible working options
Generous paid parental leave policy
Excellent retirement benefits
Company
Energy Job Search
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201-500 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase