Job Description:

Let me tell you about the role

Responsible for managing local distributor partners/intermediaries/resellers. Accountable for the development as well as the execution of the indirect sales strategy and responsible for delivering the financial performance targets through robust Joint Business Plans and driving/monitoring performance to ensure long term sustainable value for the company.

Sustainable growth in the indirect channel is a key priority and the role leads the prospecting and portfolio acquisition of new distributors in territory to deliver a targeted footprint of high quality distributor partners in line with business strategy. Accountable for providing training on products and services, coaching third parties ensuring that the indirect channel salesforce is capable and equipped to serve as the voice for the GME business in front of customers.

What you will deliver

Executes the annual and multi-year strategic plans for indirect sales, supporting the development of channel strategies to improve the whole value chain and ensure excellent standards and delivery to customer. Ensures delivery of financial targets through managing regional deliverables and price interventions as defined by our competitive strategy (Eg. Joint Business Plans (JBP), Distributor Offer, Upselling, Indirect sector focus for growth, SmartGains etc.)

Develops, agrees (both internally and externally) and implements a Joint Business Plan with the distributor/channel partner, taking in-year and longer term views, providing permanent support in all areas of its contents including, sales performance, sales capability, customer offer deployment and HSSE and ethics and compliance etc

Inputs and influences people resource allocations of the third party partner to ensure strategic priorities are fulfilled within the territory

Influences, coaches and motivates sales teams of third party partners, targeting standardised execution of customer offers and programmes. Makes available resources such as distributor academy, marketing collateral, digital tools and training to develop capability making distributor as self-sufficient as possible

Actively promotes, champions and leads delivery through the SmartGains framework, manages implementation KPI's and ensures distributors have the right capabilities to execute with excellence. Supports distributor in building value case testimonials and actively promotes/shares best practise.

Makes joint customer calls with Platinum distributors to support development of capability and driving SmartGains framework implementation.

Develops insight from customers, market sectors, competitors to provide customer/ market intelligence to enable brand distinctiveness and feed offer pipeline.

Leads virtual customer account teams to meet customer needs drawing support from Customer Operations, GBS, and Technical Service teams including a clear delegation of responsibilities.

What you will need to be successful

Experience Required
- Understanding of shipping, oil & gas market and global dynamics, trends, regulatory environment desirable
- B2B sales management experience with a track record of delivery of sales targets and performance

- Mandatory proficiency in Spanish

- English proficiency, Intermediate

- This role will cover all South America region, not only Brazil

Skills & Competencies
- Ability to develop, maintain and build new relationships with customers, OEMs and Industry bodies.
- Ability to present persuasive offers to senior level management within the customer's business
- Leverages resources and own networks to achieve goals and objectives
- Ability to work across functions and gain support for the businesses in the channel
- Comfortable with leveraging digital tools and applications to support the selling process and enhancing customer experience.
- Ability to develop and implement strategic and tactical business plans to meet and set challenging personal and team targets, schedules and deadlines through constructive prioritisation and time management

NO direct reports

At bp, we recognise and support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity.

Bp is committed to encouraging an inclusive environment in which everyone is respected and treated fairly. There are many aspects of our employees' lives that are relevant, so we offer benefits to enable your work to fit with your life!

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Travel Requirement
Up to 50% 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, Business Acumen, Channel marketing activation, Commercial Acumen, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Training, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Territory Management

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.