What are the responsibilities and job description for the Indirect Distributor Business Manager - AL/AR/LA/MS/TN position at bp?
Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
Role Synopsis:
Distributor Business Manager (DBM) is the single point of accountability for their associated distributors as it pertains to the volume and scorecard performance.
The role is responsible for actively prospecting heavy duty and passenger car accounts, and growing distribution within their existing customer base.
Key Accountabilities:
We offer a reward package to enable your work to fit with your life. These offerings include a discretionary annual bonus program, long-term incentive program, and generous retirement benefits that include a 401k matching program. These benefits include a pension for eligible employee. You may learn more about our generous benefits at Core U.S. Benefits.
As part of bp’s wellbeing package, bp offers access to health, vision, and dental insurance, as well as life and Short-Term Disability and Long-Term Disability. You may learn more about our generous benefits at Core U.S. Benefits.
Why Join Us:
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 providing an inclusive environment in which everyone is respected and treated fairly.
We recognize that there are many aspects of our employees’ lives, 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! Reinvent your career as you help our business meet the challenges of the future. Apply now!
Travel Requirement
Up to 75% travel should be expected with this role
Relocation Assistance:
This role is not eligible for relocation
Remote Type:
This position is fully remote
Skills:
Commercial Acumen, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding, Territory Management
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.
Customers & Products
Job Family Group:
Sales Group
Job Description:
Role Synopsis:
Distributor Business Manager (DBM) is the single point of accountability for their associated distributors as it pertains to the volume and scorecard performance.
The role is responsible for actively prospecting heavy duty and passenger car accounts, and growing distribution within their existing customer base.
Key Accountabilities:
- Responsible for the onboarding of new prospects and contributing to pipeline reviews. Expectation is 2-3 days per week in field, acquiring new customers using both indirect and direct sales model.
- Contribute and support region’s pipeline calls.
- Conduct quarterly distributor performance reviews with key WDs, focusing on key prospects, at-risk accounts, and Scorecard metrics. When performance is below target, the DBM must create and complete an action plan to address underperformance.
- Monthly forecasting for distributors and direct accounts as part of the region's S&OP demand plan, including base volume, incremental volumes, new products, and adjustments for gain-lost accounts.
- Ensure WD partners have access to and are leveraging bp/Castrol selling tools, including SYNC, training, digital product catalog, sell sheets.
- Responsible for key management activities with all Allison Dealers/Distributors and Motorcycle Distributors within assigned geography
- Act as single point of accountability to ensure distributor is compliant with all HSSE, Product Quality, Brand and Ethical standards.
- Partner with internal teams to ensure Turfview accuracy and resolve any late pay issues as required
- Provide input into distributor and installer programs and new products and communicate to marketing competitive threats and trends.
- Co-ownership and accountability in conjunction with the Distributor Strategy Manager in all aspects associated with onboarding of new WD partners, offboarding of existing WD partners, allocation / reallocation of DFF volume where applicable.
- Use Salesforce CRM daily to manage account relationships, pipeline, and build sustainable 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.
- Bachelor’s degree in relevant field of study
- 5 years of sales, sales management and/or marketing experience selling products through a distributor network.
- Proven cross functional project management experience and working within multilayers of an organization.
- Proven experience in the execution of marketing programs. Experience in the management of programs and offers.
- Working knowledge of Auto and HD business.
- Products & Services Knowledge
- Customer Segmentation & Channel Management
- Account Strategy & Planning
- Customer Relationship Management
- Distributor Management
- Customer Profitability & Value Chain Understanding
- Measuring & Demonstrating Customer Value
- Leading Understanding of Contracts & Contract Management
- Deal Closure
- Note that the pay range listed for this position is a genuinely expected and reasonable estimate of the range of possible base compensation at the time of posting.
We offer a reward package to enable your work to fit with your life. These offerings include a discretionary annual bonus program, long-term incentive program, and generous retirement benefits that include a 401k matching program. These benefits include a pension for eligible employee. You may learn more about our generous benefits at Core U.S. Benefits.
As part of bp’s wellbeing package, bp offers access to health, vision, and dental insurance, as well as life and Short-Term Disability and Long-Term Disability. You may learn more about our generous benefits at Core U.S. Benefits.
Why Join Us:
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 providing an inclusive environment in which everyone is respected and treated fairly.
We recognize that there are many aspects of our employees’ lives, 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! Reinvent your career as you help our business meet the challenges of the future. Apply now!
Travel Requirement
Up to 75% travel should be expected with this role
Relocation Assistance:
This role is not eligible for relocation
Remote Type:
This position is fully remote
Skills:
Commercial Acumen, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding, Territory Management
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.
Salary : $103,000 - $191,000
