Area Sales Manger - Passenger Car Oil

Overview

The Area Sales Manager (ASM) will sell, grow, and support Castrol PCO business in the assigned geography through distributor, direct accounts, and SAPD network. The role focuses on new business, account management, and OEM/PCNA/Walmart ACC and SAPD field activation as required.

Responsibilities

• Maximize profitable growth of Castrol brands with a focus on premium products and strategic segments in both direct and indirect sales models.
• Travel in-market to visit customers and prospects (approximately four days per week).
• Support, train, and enable the WD DSR sales force in the assigned area to drive BP/Castrol business up to 25,000 gallons on paper in Castrol’s PCO focused segments.
• Maintain a robust Salesforce CRM pipeline for direct and indirect prospects to meet or exceed business targets.
• Prospect and build a Salesforce CRM pipeline; own the closure of opportunities within the territory exceeding 25,000 annualized gallons.
• Maintain a robust pipeline for both direct and indirect prospects and leverage PowerBI to manage the territory, including new, growing, declining, and lost accounts.
• Demonstrate, teach, and train DSRs on prospecting and closing using Castrol programs and access to digital catalogs, sell sheets, pricing, and selling tools.
• Support onboarding of OEM, PCNA, Walmart ACC, and key accounts as required.
• Use Salesforce CRM to manage customer engagement, monitor opportunity progression, and provide a clear view of territory performance.
• Ensure compliance with bp’s Code of Conduct, Values and Behaviors, and HSSE Standards.

Qualifications and Experience

• Education: High School Diploma or equivalent; Bachelor’s degree preferred.
• Experience and capabilities: 50% travel (overnight) and 80% field work; able to work remotely and autonomously in sales territories.
• Experience in Value Selling to maximize value for customers and Castrol; ability to negotiate within DOAs and avoid unfulfillable promises.
• Strong ability to identify value sources and overcome objections; proven ability to develop world-class partnerships with large customers.
• Active prospecting to build new relationships and access business opportunities.
• Budgeting, forecasting, and financial management skills relevant to profitable sales execution.
• Proficiency with digital sales platforms (Salesforce) and Microsoft Office.

Additional Notes

This role requires travel up to 50% and is remote-enabled. Details on compensation, benefits, and relocation are provided in the company-relevant materials and during the interview process. EOEO information is provided to ensure equal opportunity in employment.