Channel Manager- Direct OEM FWS, HD & Ind

Job Summary

Entity: Customers & Products

Job Family Group: Sales Group

Job Description: As a member of the Southern Africa sales leadership team, this role has accountability for delivering the sales targets – volume, turnover, gross margin, market share - for the Direct channel which includes OEM, FWS, Industrial and CVO, in line with the market’s plan and the Castrol global strategy. The role is responsible for developing, together with other stakeholders in the organisation, the activity set in support of delivering the top line growth, while leading, supporting and coaching the team of direct reports.

At bp, we provide an excellent working environment and employee benefits such as an open and inclusive culture, a great work-life balance, tremendous learning and development opportunities to craft your career path, life and health insurance, medical care package and many others.

Key Accountabilities

• Participate in and provide input to marketing and business strategic reviews and annual marketing plans.
• Through the relevant sales and marketing networks and leads, ensure the obtaining of knowledge and understanding of market business trends, customers’ expectations, and current competitive position.
• Direct, lead and mentor the relevant sales activities for the channel through direct reports.
• Ensure the production of phased sales plans and agree contents with market sales manager.
• Direct the implementation of the agreed sales plan for the Channel, ensuring the delivery of the results agreed in line with the plan.
• Contribute in major account multilevel relationship management and actively lead internal relationships.
• Review the channel sales organisation to reflect the 3-5-year sales plan, go to market findings, cost to serve elements, and capability management.

Education and Experience

• An MBA or equivalent experience or equivalent degree would be valuable.
• Significant sales management experience of handling a large territory or channel.
• Experience working in a matrix organization with complex customer interfaces.
• Well-rounded business experience to be able to implement cross-functional plans.
• Strong people leadership experience.
• Experience in dealing with multiple important collaborators both within and outside the organization.
• Experience in dealing with key accounts and large, sophisticated customers.

We support our people to learn and grow in a diverse and challenging environment. We believe that our team is strengthened by diversity. We are committed to crafting an inclusive environment in which everyone is respected and treated fairly. There are many aspects of our employees’ lives that are meaningful, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, collaboration spaces in a modern office environment, and many others.

Travel Requirement: Some travel may be required with this role, this is negotiable.

Relocation Assistance: This role is not eligible for relocation.

Remote Type: This position is a hybrid of office/remote working.

Skills: Commercial Acumen, Commercial performance, Consultative selling skills, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Listening, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding.

Legal Disclaimer: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us. If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.