DBM Greater Jakarta

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Role Summary
Distributor Business Managers (DBM) are the single point of accountability for their associated distributors as it pertains to the volume and scorecard performance. DBMs drive results and performance through the execution of key accountabilities described below.

What you will deliver

• Conduct monthly distributor performance reviews which consist of a robust review of key prospects and accounts at risk and thorough review of Scorecard metrics and performance manage distributors to drive accountability for Castrol sales results. When performance is not at target levels on scorecard metrics DBM is accountable to create action plan to Region Manager to address the underperformance identification of actions to close the gap and owns the execution of the action plan.
• Conduct monthly regular robust review of key prospects and accounts at risk with staff and report gain and lost account results internally
• Forecast monthly for distributors and direct accounts as part of demand plan. Forecast process to include analysis and projection on base volume incremental volumes new products and adjustments for gain-lost accounts.
• Accountable to monitor in-month performance of distributors and direct accounts and to flag opportunities and vulnerabilities as part of the S&OP process.
• Accountable to manage distributors inventory levels are in line with Castrol guidelines.
• Support Castrol Branded Workshop offers and ensured distributor understands offers and Castrols approach to direct and indirect sales efforts.
• Act as single point of accountability to ensure distributor is aligned with all HSSE Product Quality Brand and Ethical standards.
• Accountable to ensure Turfview accuracy is maintained and that accounts receivables with distributors is current and update to date.
• Provide input into distributor and installer programs and new products and communicate to marketing competitive threats and trends.
• Implement detailed plans and manage sales processes in the region with the focus on acquisition of new customers applying the indirect sales model.
• Compliance with bps Code of Conduct Values and Behaviors and HSSE Standards.
• Effective daily use of Salesforce tools (zoom) to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization as well as our organization.
• Ensure utilization of our digital tools available to support territory management including the use of Salesforce (Zoom) Power BI Turfview and other system related to Sales.
• Manage business relationships with distributors key workshop owners and key customers as well as collaborating with internal cross-functional teams.

What you will need to be successful

• Bachelors degree in relevant field of study
• Minimum of 5 years of experience in managing sales
• Proven track record in achieving sales target
• Customer and channel management experience. 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.

Skills & Competencies
Products & Services Knowledge Customer Segmentation & Channel Management Account Strategy & Planning Customer Relationship Management Distributor Management Customer (Distributor) Profitability & Value Chain Understanding Measuring & Demonstrating Customer Value Leading Understanding of Contracts & Contract Management Deal Closure

At bp we provide the following environment and benefits to you:

• A company culture where we respect our diverse and unified teams where we are proud of our achievements and where fun and the attitude of giving back to our environment are highly valued
• Possibility to join our social communities and networks
• Learning opportunities and other development opportunities to craft your career path
• Life and health insurance medical care package and many other benefits!

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race religion colour national origin gender sexual orientation age marital status veteran status or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process perform crucial job functions and receive other benefits and privileges of employment.

Dont hesitate to get in touch with us to request any accommodation!

Travel Requirement

Up to 50% 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 Agility core practices Business Acumen Business Analysis Consultative selling skills customer and competitor understanding Customer Profitability Customer Segmentation Customer Value Proposition Digital Fluency Global Perspective Internal alignment market Negotiating value Offer and product knowledge Partner relationship management Sales forecasting/demand planning Sector Stakeholder Management

Legal Disclaimer:

We are an equal opportunity employer. We do not discriminate on the basis of protected characteristics like race religion color sex national origin sexual orientation veteran status or disability with an accessibility need may request an adjustment/accommodation related to bps 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 processpleasecontact 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.