JOB DESCRIPTION:

The Sales Specialist is responsible for implementing the sales plan and driving the sales of lubricant products within the designated territory, in the Auto FWS & OEM´s .
The purpose of the position is to achieve established sales tasks and acquiring new customers within the current sales portfolio.

KEY ACCOUNTABILITIES

1. It implements the region’s sales plan in particular by:
   Together with the team, prepare and implement the Auto FWS & OEM´s Automotive to achieve common goals and improve growth in line with the Sales Policy.
   Manage the Sales plan of the existing customer portfolio to achieve the sales plan and grow the Castrol brand Market Share position.
   Complete and supervise full value chain analysis by SKU and compare to market pricing to ensure Castrol and retailer margin return is in line with expectations.
   Develop and implement sales plans to acquire customers for the Castrol brand.
   Works with relevant marketing departments to plan joint marketing campaigns. Manage the marketing budget and ensures execution according to plan.
   It implements centrally driven sales and marketing campaigns (promotions, training) in its region.
   Coordinate Auto FWS & OEM´s customers incentive programs.
   Coordinate and runs promotional programs for Castrol products.
   Manage the Castrol Volume Incentive Scheme agreements in the region.
   Look after the branding of the Auto FWS & OEM´s customers - Castrol brand POS communication, current sales promotions, and product demos.
2. Accountable for monitoring in-month performance and analysing sales reports to flag opportunities and vulnerabilities as part of the S&OP process.
3. Develop and present market insights reports.
4. Operating:
   Act as single point of accountability to ensure our customers are compliant with all HSSE, Product Quality, Brand and Ethical standards.
   Implement detailed plans and manage sales processes in the region with the focus on acquisition of new customers.
   Compliance with bp’s Code of Conduct, Values and Behaviours and HSSE Standards.
   Effective daily use of Salesforce Customer Relationship Management tools to lead all aspects of the account relationship and build sustainable relationships throughout the customer organization and within our organization.
   Ensure utilization of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights.
   Adopt and utilize the Castrol mindset - a culture where everyone is committed to business growth, deeply values customers, empowers people, and embraces change while challenging the status quo

EDUCATION

Bachelor’s degree or equivalent experience in relevant field

EXPERIENCE

You will bring strong customer and channel experience, with proven cross-functional collaboration across multiple layers of an organization, a solid track record in implementing marketing programs, and hands-on experience in activating programs and offers.

SKILLS & PROFICIENCIES

Products & Services Knowledge, Customer Segmentation & Channel Management.
Account Strategy & Activation
Customer Relationship
Customer Profitability, Measuring & Demonstrating Customer Value
Understanding of Contracts & Deal Closure

SKILLS:

Commercial Acumen, Commercial performance, Consultative selling skills, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Listening, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding

Please refer the Job description for details