Area Sales Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Meet or surpass the designated sales and profitability targets for Castrol Industrial products and services within Indiana.

• Sustain and enhance sales through both distribution and direct B2B channels.

• Develop and execute territory plans that encompass segmentation, target lists, and coverage models.

• Spot, qualify, and convert new business prospects.

• Broaden reach into new sites, plants, and applications within the designated territory.

• Maintain a precise Salesforce opportunity pipeline and coordinate forecast cadence with the demand team.

• Safeguard and enhance gross margin through value-based pricing, optimization of product mix, and governance of discounts.

• Employ value-based and consultative selling techniques to improve customer offerings, address customer challenges, deliver value, and secure new business.

• Cultivate relationships across customer and distributor organizations, engaging with everyone from plant staff to senior executives and corporate stakeholders.

• Implement distributor strategies that include coverage mapping, inventory management, demand generation, training, and investment.

• Hold channel partners accountable for compliance with joint business plans and performance metrics.

• Organize and prioritize territory activities to maximize customer engagement time and advance opportunities through the sales process.

• Collaborate with finance, demand planning, and other internal departments to meet organizational objectives and effectively serve customers.

⛳️ Requirements

• Bachelor's degree; ideally in Business, Engineering, or a Technical/Field discipline.

• At least 5 years of experience in industrial sales.

• Strong preference for expertise in Metalworking products and applications and/or Industrial Lubrication products and applications.

• Experience in prospecting with a Hunter mentality and the ability to manage pipelines in Salesforce.

• Business partnering, consultative selling, and negotiation capabilities.

• Proficient in digital tools and experience with Microsoft Office Suite, Salesforce, and other digital platforms like Power BI, SharePoint, Adobe, Workday, and LinkedIn.

• Competent in data manipulation and generating insights using Microsoft Excel.

• Possess a valid driver's license.

• Willingness to travel up to 75% within the territory, including some overnight stays.

• Must be at least 18 years of age.

• Legally authorized to work in the United States.

• Must not require sponsorship for employment visa status now or in the future.

• Conduct oneself safely, ethically, and in accordance with applicable laws, regulations, BP requirements, BP values and behaviors, HSSE goals, and BP’s Code of Conduct.

🏝️ Benefits

• Flexible working options.

• Generous paid parental leave policy.

• Excellent retirement benefits.

• Paid vacation: 120–240 hours per year for full-time employees.

• 9 paid holidays annually.

• 2 personal choice holidays.

• Up to 8 weeks’ paid leave for childbirth or adoption.

• Discretionary annual bonus program.

• Long-term incentive program.

• 401k matching program.

• Pension for eligible employees.

• Health insurance.

• Vision insurance.

• Dental insurance.

• Life insurance.

• Short-Term Disability insurance.

• Long-Term Disability insurance.

• Reasonable accommodation for individuals with disabilities.