The posting
Castrol is one of the world’s leading lubricant brands, serving customers and consumers in the automotive, marine, industrial and energy sectors. Castrol brands are recognised globally for their premium quality and high performance, shaped by the company’s commitment to innovation and cutting-edge technology. With products sold in more than 150 countries, Castrol has helped keep things moving on roads and racetracks, air, sea, and space for over 125 years.
Whether you're just starting out or ready for your next big move, you're in the right place to explore an exciting career with Castrol.
Job description
Job Purpose
- Growth in OEM/FWS accounts is a key growth lever identified in business strategy
- The role is responsible to deliver sales performance targets including Volume, net turnover, gross margin and other targets based on business requirement.
- The role is also responsible for screening prospect partners, managing distributors to develop SD accounts, work with distributors to manage the end to end sell in, sell out results according to the company framework, implement the pricing and value chain strategy, manage the 4S workshops sell out result under the framework including Sell Out volume, workshop coverage, in store share, ROI of Castrol investment into workshops.
- Support KAM to transform the SD business and coach distributors to implement the updated policy and framework continue to develop new accounts alongside the market/account dynamic progress to build up the pipeline and manage the risk
Key Accountabilities
- Develop a strategic approach and business development plan for every Account prospect, fully aligned to the overall SD business strategy and deliver the assigned sales target including volume, turnover, gross margin and other KPIs
- Transform and implement assigned pricing and value chain framework working with distributors, implement the end to end Sell In and Sell Out management according to the designed framework.
- For SD accounts, build a standardized cooperation system, connect with each store under the group, establish a collaborative operating model between group headquarters and terminal stores, and realize batch cooperation implementation across multiple stores and regions.
- Collect information on 4S workshop operating status, customer needs, terminal competitor policies, market price dynamics and store pain points to provide data support for company policy adjustment, product optimization and market deployment.
- Based on company products, policies and promotional activities, carry out in-store promotion, product briefing and campaign linkage activities in 4S workshops, support stores in traffic generation, conversion and deal closing, and improve terminal store sell-out volume and conversion rate.
- Review, monitor and deliver financial performance targets for the assigned accounts including Sales Volume, Sales Revenue and other KPI per PU requirement.
- Responsible for account demand forecast in line with the company S&OP requirement, forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.
- Monitor competitor activity timely in marketplace and accounts and recommend actions required to growth or defend business.
- Continuously explore and identify new opportunities to build up pipeline, work with KAM and marketing on product, offer development; keep open-minded on innovative offer to enhance our competitiveness
- Fully utilize all available internal & outside resources and support functions to ensure targeted accounts receive professional service & marketing support to strengthen partnership & maximize sales.
- The job holder will be responsible for each account plan and manage input and output for the following planning purposes:
- LBM Demand, Vulnerability and Opportunity Planning, New product launch.
- Delivery of specific Marketing plan and trade investment plan (where appropriate)
- Credit and risk control
- Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
- Adopt and utilize the Castrol mindset which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo
Summary Decision Rights
- Propose the sales targets for each account within the assigned accounts and distributors
- Propose the channel activation activity set within the assigned SD clients.
Education
- Minimum Bachelor Degree
Experience
- 8-10 years working experience. More than 5 years senior Key AC /Super Dealers management experience which should be related to automotive related industry.
- Experience and track record of SD channel activation and pricing implementation.
- Track record with leading examples regarding SD penetration improvement in high tier or low tier markets preferred, based on the requirements of the business assigned.
- Demonstrated track record of driving growth in a very competitive market environment.
- Working experience in Lubes industry is preferred
Skills & Competencies
- Strong key account business sense of auto lubes.
- Familiar with the local automotive after-sales market, with market analysis, customer needs identification and problem-solving capabilities.
- Good at building up relationship with key accounts, with strong customer relationship maintenance capabilities.
- Demonstrate accountability and resilience.
- Coordination skill to ensure the teamwork of various partners in delivery performance.
- Able to translate customer needs into customer propositions, and to sell into the customer and business in a persuasive way.
- Strong interpersonal skills, able to communicate to all levels and be vigilant for cultural difference.
- Fluent both in written and spoken English.
Privacy
The Castrol entity recruiting for this role is the data controller for the personal information you provide. We use it to assess your application and to manage the recruitment and onboarding process. We may share it with service providers who support our recruitment, and it may be transferred to other Castrol entities internationally under appropriate safeguards. We keep it only for as long as necessary. For details of how we use your information and your data protection rights, contact [email protected].
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 Castrol recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.).
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.
