Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
The Channel Sales Manager leads a high‑performing sales team to deliver the channel’s commercial strategy and performance objectives. This role is accountable for achieving channel targets across Volume, Gross Margin (GM), Overdue performance, and Total Customer Cost (TCC) within the assigned market(s).
The Channel Sales Manager is responsible for building and growing the lubricants business through BP–Castrol’s distributor network by working closely with Distributor Sales Managers, Key Account Managers, and distributor sales teams. This includes the annual development and execution of the channel’s OGSM (Objectives, Goals, Strategies, Measures) while strengthening organizational capabilities critical to long-term strategic success.
A key success factor is the ability to design and implement the right Route‑to‑Market (RTM) strategy and build distributor capability to expand distribution efficiently and profitably. This position reports to the Market Sales Manager – MYSG and is an active member of the Business Leadership Team.
Key Responsibilities
1. HSSE & Compliance
- Ensure full compliance with HSSE and Ethics standards.
- Communicate safety requirements clearly to distributor teams, customers, and contractors.
- Implement appropriate HSSE training and conduct regular audits.
- Ensure all third-party activities stay in sync with BP’s Code of Conduct, local laws, and competition regulations.
- Adhere to BP Group, Segment, and regional standards (e.g., Picasso).
2. Commercial Delivery
- Achieve and exceed Volume and Gross Margin targets for the assigned channel.
- Drive both sell‑in and sell‑out performance through distributors.
- Develop channel strategies and implement cost‑efficient RTM models to improve coverage and sales productivity.
3. Customer & Distributor Management
- Improve efficiency and productivity through effective customer policies and resource planning.
- Strengthen distributor and customer relationships through WCCM, ensuring consistent delivery of value.
- Monitor implementation of Account Plans and Prospecting Strategies.
- Improve customer experience in target sectors and ensure consistent delivery of BP’s standard sales offers.
4. Sales Leadership
- Build, manage, and grow a professional sales team in a performance‑driven culture.
- Oversee execution of sales and marketing initiatives across the channel.
- Play an active role in Sales & Operations Planning to enhance forecasting quality.
5. Risk & Crisis Management
- Serve as a member of the crisis/continuity response team as required.
- Identify and implement risk‑reduction measures to ensure safe operations.
Qualifications
Educational Background
- Bachelor’s degree or equivalent experience in any field (minimum requirement).
- MBA or equivalent experience or equivalent qualification is an added advantage.
Experience
- Minimum 10 years of work experience.
- At least 5 years in sales management, including distributor and customer management.
- Strong Key Account Management experience with large customers.
- Proven ability to work with multiple internal and external partners.
- Demonstrated success driving top‑line growth and bottom‑line results.
- Fluent in spoken and written English.
- Willingness to travel within the country.
- Proficient in Excel and PowerPoint.
Skills & Competencies
- Strong critical thinking and problem‑solving abilities.
- Proven leadership capability with the ability to envision, engage, and energize teams.
- Excellent communication, presentation, and negotiation skills.
- Commercially savvy and results‑oriented.
- Innovative and creative in solution development.
- Ability to influence diverse, multicultural partner groups.
- Flexible and responsive to dynamic market environments.
- Effective in cross‑functional collaboration and gaining organizational support.
Leadership Expectations
- Demonstrates BP Values and Behaviours consistently.
- Builds strong, capable, and sustainable teams.
- Leads by example as an organizational role model.
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 demeanor 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.
Travel Requirement
Up to 25% travel should be expected with this role
Relocation Assistance:
This role is not eligible for relocation
Remote Type:
This position is a hybrid of office/remote working
Skills:
Account strategy and business planning, Account strategy and business planning, Agility core practices, Business Acumen, Channel Management, Channel marketing activation, Coaching, Commercial Acumen, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Decision Making, Digital Fluency, Internal alignment, Leading through ambiguity, Managing strategic partnerships, market, Marketing strategy and programmes, Mentoring, Negotiating value, Negotiation planning and preparation, Offer and product knowledge {+ 4 more}
Legal Disclaimer:
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s 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 process, please contact 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.
