Area Sales Manager (Indiana)

Job Family Group:
Sales Group Job Description:

The Area Sales manager will achieve or exceed assigned sales and profitability goals by maintaining and growing sales of Castrol Industrial products and services in Indiana through distribution and direct channel in Business to Business (B2B) environment.
Key Accountabilities

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Territory strategy & execution : Build and implement a territory plan (segmentation, target list, coverage model) to deliver volume, margin, and share growth.

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New business development : Identify, qualify, and convert new opportunities; expand into new sites, plants, and applications within the territory. Distribution and Direct selling.

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Opportunity pipeline rigor : Maintain an accurate pipeline in Salesforce (stage, value, close date, next steps, etc.) and manage forecast cadence with demand team.

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Pricing & profitability management : Protect and grow gross margin through value-based pricing, mix optimization, and disciplined discount governance.

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Value and consultative selling : Use value and consultative skills to enhance customer offers, unlock customer difficulties, drive value and successfully close new business

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Relationship Management : Develop and grow relationships at all levels of customer and distributor organizations to ensure alignment and collaboration; plant level employees, mid-level management, senior leaders and corporate stakeholders

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Distributor/channel effectiveness: Ensure distributor strategy execution (coverage mapping, inventory, demand generation, training, investment) and hold partners accountable to joint business plans & performance.

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Time management: Plan and prioritize territory activities to improve time in front of customers and high-value opportunities, ensuring timely follow-up, execution on commitments and matriculation of opportunities through the sales process

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Internal collaboration : Collaborate with key internal functions (ex: finance, demand planning, etc.) to achieve organization goals and increase overall effectiveness in serving our customers

Education
- Bachelor’s degree. Preferably in Business, Engineering or a Technical/Field rigor

Experience

- Minimum of 5 years industrial sales experience

- Expertise in Metalworking products and applications and/or Industrial Lubrication products and applications strongly preferred

- Prospecting experience with a Hunter attitude with ability to manage pipelines (Salesforce)

- Business Partnering, consultative, selling and negotiations skills

- Must be digitally savvy and experienced in using Microsoft Office Suite, Saleforce and other digital tools (ex: Power BI, SharePoint, Adobe, Workday, LinkedIn, etc.)

- Must be skilled at data manipulation and insight generation via Microsoft Excel

- Must have a valid driver’s license

- Travel up to 75% of the time in the territory, some overnights

- 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

- Conduct one’s self in a manner that is safe, ethical, and consistent with applicable laws and regulations, BP Requirements, BP values and behaviors and our HSSE goals as required in BP’s Code of Conduct with emphasis on Safety, Courage, One-Team, Respect, and Excellence

Skills & Competencies

- Products and Services Knowledge: Mastery

- Prospect and Pipeline Management (Business Development): Mastery

- Consulting and Selling Skills: Mastery

- Measuring and Demonstrating Customer Value: Skilful

- Distributor Management: Skilful

Why join us

At bp, we support our people to learn and grow in a diverse and ambitious environment. We believe that our team is strengthened by diversity. We are committed to fostering 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