Castrol is one of the world’s leading lubricant brands, serving customers and consumers in the automotive, marine, industrial and energy sectors. Castrol brands are recognised globally for their premium quality and high performance, shaped by the company’s commitment to innovation and cutting-edge technology. With products sold in more than 150 countries, Castrol has helped keep things moving on roads and racetracks, air, sea, and space for over 125 years.
Whether you're just starting out or ready for your next big move, you're in the right place to explore an exciting career with Castrol.
Job description
About the Team:
- Purpose of the Distributor sales specialist role is to drive Volume, Turnover & Overdue by acquiring and retaining Industrial customers through Indirect Channel.
- The role will also ensure profitable revenue growth in the designated territory through effective technique of Company sales strategy through the indirect channel.
- The role is responsible to handle set of Distributors in given territory including their financial health for business.
Key Tasks:
- Develop and deliver the annual territory plan including Volume, Turnover, Overdue, Customer retention and acquisition for each distributor in the territory ensuring the plans are aligned with the overall business strategy.
- Ensure long term growth by driving prospecting strategy for the territory and for the distributors, including data gathering, competitor and market knowledge, customer and relationship management and tender/offer.
- Handle distributor business reviews including financial health of distributor. Drive distributor and his team to help achieve business goals.
- Ensure capability development, critical metric setting, Review and monitoring of Distributor Sales Representatives. Handle Local relationship with Sales Solution providers (wherever applicable). Ensure robust talent management process at distributor level.
- Ensure that the distributors implement outstanding customer service by, identifying critical customer needs and match our Value Proposition to those needs, Execution of agreed activities and service levels to increase Customer and Company objectives and value, Handle customer relationships through the distributor and resolve issues if any, HSSE and Ethical compliance, Develop DB capability for customer acquisition & Management.
- Establish relationship with all critical customers. Handle customer business reviews to communicate and prove value delivery and reinforce relationships.
- Develop Distributor mid-term Business plan in alignment with Distributor and team leader. Ensure detailed plan.
- Support organization in developing appropriate strategy/ offer by proving appropriate competitor information, market trends, industry developments etc. and being voice of customers.
- Drive standardization of our sales offers in line with our basic customer offer.
- Ensure that all activities conducted through 3rd parties or intermediaries in territory comply fully with our Castrol Code of Conduct and local competition legalization. Ensure compliance with country regulations, Castrol Group, Segment and regional policies and standards.
- Act in a manner consistent with the Castrol Values & Behaviors by leading through our values, building enduring capability and growing value by closely adhering to safe, Ethical & compliant behavior for all activities in the market including company processes for “Distributor Claim Management”.
Experience required:
- Minimum Graduate Engineering with business degree preferred.
- 10 + years of experience in handling B2B customers and B2B distributor management. Candidates with good understanding of Industrial sectors will be preferred.
- Customer Relationship Management and Sales Analysis.
- Relevant knowledge of Manufacturing Industry and Territory Management.
- Should be able to handle Distributor network and handling indirect sales representatives.
- Ability to implement company offers, programmers with the help of distributor partners.
Privacy
The Castrol entity recruiting for this role is the data controller for the personal information you provide. We use it to assess your application and to manage the recruitment and onboarding process. We may share it with service providers who support our recruitment, and it may be transferred to other Castrol entities internationally under appropriate safeguards. We keep it only for as long as necessary. For details of how we use your information and your data protection rights, contact privacy.response@castrol.com.
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 Castrol recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.).
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.