Job Description:

This role will be responsible for supporting the Distributor Strategy Manager in developing and executing the US DIFM & HD route to market strategy. This includes:

• Distributor network analysis/scoping for coverage risks and opportunities.
• Distributor identification, due diligence in research, principle negotiations, contract drafting & execution.
• Ongoing distributor network expansion and enhancements across PCO and CVO products.
• Managing discussions around expansion of distributor contracts, mergers & acquisitions of existing partners, and succession planning within the US DIFM & HD distributor network.
• Building relationships with distributors, contribution to confidential discussion and negotiations of sensitive topics.

Key Accountabilities

• Determine WD network needs, including the expansion of the current network.
• Prospecting new WDs for possible alignment.
• Develop and implement new business models, including package good distributors, National Auto Parts Distributors (NAPDs) and integrated sales-supply distributors.
• Support the new distributor onboarding process, to include working with multiple departments when setting up a new WD.
• Assist Distributor Strategy Manager in drafting contracts with Legal.
• Assess prospective and existing distributors' operational capabilities.
• Develop comprehensive understanding of the current distributor landscape and identify new business opportunities for the Distributor Sales Manager to pursue.
• Business continuity - work with the sales team to identify at-risk distributors and vulnerabilities and formulate plans to address them. Tracking changes to the U.S. distributor landscape through mergers, acquisitions, closures etc.
• Knowledge of industry trends and network insights to ensure a competitive distributor offer.
• Knowledge of competitor offers and route to market.
• Work with finance and Trade Marketing for WD start-up programs.
• Coordinate the transition with the regional DIFM sales, national / OEM sales, supply chain, HSSE, finance and operations teams once a WD is signed.
• Involve Indirect PCO & HD Sales Managers and Region Managers to identify and fill network gaps.
• Support cost-to-serve projects and continually look to optimize service models as warranted.
• Share competitive insights on opportunities to strengthen and differentiate the offer to distributor partners to gain greater share.
• Compliance with bp's Code of Conduct, Values and Behaviors, and HSSE Standards.
• Introduce Castrol digital tools to support territory management, including Salesforce, Power BI, Castrol Insights, and TurfView - coordinate integration with IT and other stakeholders on both sides.
• Adopt and utilize the Castrol mindset, which is a business where everyone is committed to the growth of the business, deeply values customers, empowers people, and embraces change and challenges the status quo.

Education and Experience:

• Bachelor's degree in a relevant field of study.
• 5+ years of industry experience.
• Ability to work with WD Senior Management and cross-functional Castrol departments.
• Strong negotiation, forecasting, budgeting, and financial management experience related to the profitable execution of sales.
• Expertise in distributor RTM knowledge and a strong working knowledge of the US DIFM and HD business.
• Ability to build long-term relationships with distributors.
• Willingness to travel up to 50% of the time.

Why bp?

At bp, we support our people to learn and grow in a diverse and ambitious environment. We believe that our team is strengthened by diversity! We are committed to fostering an inclusive environment in which everyone is respected and treated fairly. We offer benefits to enable your work to fit with your life, including flexible working options and paid parental leave policy, among others!

bp operates in a hybrid model working 60% from the office and 40% from home.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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 fully remote

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.