Area Sales Manager
2 weeks ago
About the Role:
The Industrial Area Sales Manager (ASM) will achieve or exceed assigned sales and profitability goals by maintaining and growing sales of Castrol Industrial products and services in the assigned territory of Eastern Michigan through distribution and direct channel in Business to Business (B2B) environment
Key Responsibilities:
- Manage and develop a profitable portfolio of accounts and prospects
- Develop profitable, long term strategic relationships with designated customers
- Manage customer cost to serve and actively manage opportunity and risk pipeline
- Participate in regular customer reviews (ownership of customer review)
- Use value selling and consultative skills to improve customer offers and perception of value
- Develop and manage relationships at multiple levels of customer organization, including senior corporate relationships
- Support Finance for credit and cash collection
- Lead and review Distributor business development plans
- Key Performance Indicators:
- Gross profit delivered to target
- Growth in share of customer accounts
- Customer supplier excellence or supplier quality ratings
Role Requirements:
- Bachelor's degree, preferably in technical field or engineering
- Minimum of 5 years industrial sales experience
- Must be technically savvy and experienced in using Microsoft Office Suite, Saleforce and other sales related tools
- Must be skilled with using electronic media
- Business Partnering, consultative, selling and negotiations skills
- Prospecting experience with a Hunter attitude, ability to manage pipelines
- Knowledge and understanding of digital terminology
- Knowledge and understanding in sustainability - energy savings, water reuse
- Expertise in Metalworking products and applications and/or Industrial Lubrication products and applications preferred
- Must be at least 18 years of age; Legally authorized to work in the United States; and not require sponsorship for employment visa status (i.e. H1B, TN, etc.) now or in the future
Skills & Proficiencies:
- Products and Services Knowledge: Mastery
- Prospect and Pipeline Management (Account Development): Skillful
- Consulting and Selling Skills: Mastery
- Measuring and Demonstrating Customer Value: Skillful
- Distributor Management: Skillful
Considering Joining bp/Castrol?
At bp, we support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. bp is committed to encouraging 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, a generous paid parental leave policy, excellent retirement benefits, and more
Travel Requirement
Up to 25% travel should be expected with this role
Relocation Assistance:
Relocation may be negotiable for this role
Remote Type:
This position is fully remote
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 disabilities may request a reasonable 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 accommodation related to the recruitment process, please contact us to request accommodations.
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.
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