Indirect Area Sales Manager, HD

This is a fully remote position, open to applicants in Ohio, +2 more states.

📋 Description

• Drive sales, growth, and support for the Castrol Passenger Car Oil business across Michigan, Ohio, Indiana, and Western Pennsylvania through distributor networks and direct accounts.

• Maximize the profitable growth of Castrol brands by concentrating on premium products and strategic market segments.

• Engage with customers and prospects in the field four days a week.

• Train, support, and equip Distributor Sales Representatives in the designated area.

• Identify prospects, develop pipelines in Salesforce, and secure opportunities within the territory.

• Maintain a strong pipeline for both direct and indirect prospects.

• Utilize PowerBI to monitor new, growing, declining, and lost accounts.

• Demonstrate and train Distributor Sales Representatives on effective prospecting and closing techniques using Castrol programs.

• Assist in the onboarding of OEM, Walmart ACC, and Key Accounts as necessary.

• Use Salesforce CRM on a daily basis to manage account relationships, pipelines, and customer interactions.

• Leverage PowerBI, Castrol Insights, and Turfview for data analysis.

• Adhere to bp’s Code of Conduct, Values and Behaviors, and HSSE Standards.

• Apply Value Selling techniques, negotiate within the agreed DOA, identify customer value, and effectively address objections.

• Cultivate partnerships with major customers and establish new customer relationships.

• Oversee budgeting, forecasting, and the financial execution of the sales strategy.

⛳️ Requirements

• A High School Diploma or equivalent is mandatory.

• A Bachelor’s degree is preferred.

• 80% travel is required, with 50–60% of that being overnight travel.

• Expect up to 75% travel as a norm.

• Capability to work remotely and independently within sales territories.

• Proficiency in implementing advanced Value Selling techniques.

• Strong negotiation skills that adhere to agreed DOA and the ability to avoid making undeliverable promises.

• Skill in identifying sources of value and overcoming objections.

• Ability to forge partnerships and relationships with major customers.

• Proficient in prospecting and establishing new customer relationships.

• Experience in budgeting, forecasting, and financial management relevant to the successful execution of a profitable sales plan.

• Full proficiency in Salesforce and Microsoft Office Suite, including Word, PowerPoint, Excel, Outlook, and Teams.

• Knowledge of customer relationship management, products and programs, customer segmentation and channel management, account strategy and planning, distributor management, territory management, and customer profitability/value chains.

• Compliance with bp’s Code of Conduct, Values and Behaviors, and HSSE Standards.

🏝️ Benefits

• Competitive base salary ranging from $110,000–$125,000 annually.

• Participation in a discretionary annual bonus program.

• Access to a long-term incentive program.

• Generous retirement benefits package.

• 401(k) matching program available.

• Pension benefits for eligible employees.

• Paid vacation ranging from 120–240 hours per year for full-time employees, based on relevant industry experience.

• 9 paid holidays annually.

• 2 personal choice holidays provided.

• Up to 8 weeks of paid parental leave for birth or adoption purposes.

• Comprehensive health insurance options.

• Vision insurance coverage.

• Dental insurance availability.

• Life insurance options provided.

• Short-Term Disability insurance coverage.

• Long-Term Disability insurance coverage.

• Fully remote work arrangement offered.