Area Manager B2B

Roles & Responsibilities:

• Workshop development:
• Work with Key Account sales team and planning team to define a local area business plan including target workshops, coverage, sales target, activities etc.
• Understand Key Account sales contract terms, policy and agreed offer
• Support to prepare specific workshop value selling offer and sell to the target customer under mentorship.
• Workshop management:
• Understand and build relationship with customer gain dedication for the activities proposed.
• Support to implement activities aligned to company strategy to maintain the good relationship with existing customers.
• Support to defend and grow existing customer through needs based and effective use of our offer under mentorship.
• Holds regular meetings to agree and supervise critical metrics with customers.
• Coordinate with Key Account team on workshop activation planning for responsible area
• Handle designated service provider for workshop activation if needed.
• Customer and market insights: handle an updated database and maintain close relationship locally.
• Understand customer needs and competitor s approach and provide feedback to company. Represent voice of customer in the company in order to improve our approach.
• Heavy Duty - Increase profitable growth of Castrol brands with a focus on premium products and HD strategic segments including both direct and indirect sales model.
• Work with Distributor sales force in assigned area to drive BP/Castrol business in Castrol s HD focused segments.
• Accountable to maintain a robust pipeline of prospects in HD strategic segments.

Experience and Qualifications

• Experience in managing global or regional / trans-national key accounts
• Ability to demonstrate gravitas and proven credibility as a sales professional.
• Ability to operate at a senior level within customer organisations and manage stakeholders effectively.
• Ability to think strategically and translate into opportunities and solutions for mutual benefit with the assigned accounts
• Extensive knowledge and experience of the OEM and Franchised dealer environment.
• Intimate knowledge value chain and the global motor industry; this would include awareness of differing cultures and business ethics within the global automotive arena.