Job Family Group:

Sales Group

Job Description:

Let me tell you about the role:

The Regional General Manager (RGM) leads a team of regional sales managers, area sales managers and distributors and is responsible for developing and deploying long term strategy to gain share and grow volume sustain-ably in the defined territory!

The RGM is the administrative head of the regional office. He/she plays role of an integrator and provides transparent leadership to all staff based within the region. Where required the RGM also represents Castrol's interest with external stakeholders such as local government bodies and regulators.

Castrol operates an agency handled frontline sales force team that assembles orders and activates sales channel. This team is instrumental in execution of sales strategy in the market. The RGM and his /her team is responsible for handling the deployment of this filed sales team and delivering key efficiency metrices in closed coordination with the central route to market (RTM) team

This is a big leadership role. It requires the post holder to demonstrate strong commercial acumen, capacity to direct a team with multifaceted strengths and manage and influence senior customer within the organization across functional boundaries. Building a high performance team, developing a strong talent pipeline and creating a vibrant organization culture are the leadership deliverables from this role

What you will deliver:

In partnership with sales, marketing, logistics & sales operations leadership, contribute to the development and implementation of 'Go to market ’ strategy to gain share sustainably!
Participate in and provide input to marketing and business strategic reviews and annual marketing plan development process
Lead and mentor direct reports and wider team to help raise level of performance
Establish and develop people resource and implement talent management actions
Direct the implementation of the agreed sales plan for the Channels, ensuring the relevant team members are delivering the results agreed in the plan. Drive performance through monthly and quarterly reviews of sales, financial and people progress, monitoring versus plan.
Provide inputs and insights into the 3-5 year regional development plan including 'go to market' model, capacity planning and capability management.
Partner optimally with the hub and country Operations, Global Supply Chain and Marketing teams.
Compliance with Code of Conduct, Values and Behaviors and HSSE Standards

What you will need to be successful:

Education:

Bachelor’s degree from a competitive program in applied sciences, economics, finance or economics. Management degree is desirable

Experience:

10 to 14 years of experience in sales and channel management and experience of handling premium brands. Experience of working in B2B2C sales model is helpful.
At least 3 to 5 years of experience in leading team
Experience of handling high stakes interaction with senior stakeholders both within and outside the organization is required.
Strong analytical ability and Shown success in delivering balanced growth in a competitive category

Skills & Competencies:

Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Analytical rigor Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management

Travel Requirement:

Up to 25% travel should be expected with this role

Relocation Assistance:

This role is eligible for relocation within country

Remote Type:

This position is a hybrid of office/remote working

Skills:

Account strategy and business planning, Account strategy and business planning, Agility core practices, Channel marketing activation, Commercial performance, Conocimiento de negocio, Consultative selling skills, customer and competitor understanding, Fluidez digital, Gestión de canal, Gestión de territorios, Internal alignment, Leading through ambiguity, Managing strategic partnerships, market, Marketing strategy and programmes, Mentoring, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Offer execution and growth, Orientación, Partner relationship management, Perspicacia comercial, Propuesta de valor para clientes {+ 4 more}

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.

Regional General Manager - B2C West

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