senior sales representative – BP ,Oman

Job profile summary:
Responsible for delivering the indirect sales strategy and financial performance targets including Sales Volume, Gross Margin and Overdue, managing local distributor partners and intermediaries/resellers in the sales territory or geography, finding prospect partners, coaching distributors and monitoring their financial position to ensure long term sustainable value for the company. The scope of the role will influence the grade – this can include financial accountability, geographical scope, leadership responsibilities and overall level of responsibility.

Job Advert:
Key Results/ Accountabilities
Implement country PCO IWS indirect business strategy within territory by translating it into clear business plans.
Deliver financial performance targets for territory including Volume, GM and Overdue.
Influence, coach and motivate sales teams of distributor partners targeting standardised execution of customer offers and programs.
Input and influence people resources allocations of the distributors to ensure strategic priorities are fulfilled within the territory.
Develop, agree (both internally and externally) and implement the annual business plan with the Distributor / Channel partner, providing permanent support in all areas of its contents, and in particular regarding:
sales performance including forecasting and reporting – with timely interventions
sales capability (skills and knowledge)
customer offer deployment, coverage and satisfaction
financial Return on Investment and cash flow performance
brand representation and compliance
HSSE and Ethical compliance
Collect results from the execution of the offers by distributor teams within territory, analyse against the planning, and run (min) quarterly reviews in order to undertake corrective actions if necessary.
Collect the information about the key customer database and manage the pipeline of key customer development.
Develop and manage the business relationship with the key customers in the area by using the tools and resources smartly to deliver the desired business results.
Share field findings and experience at team level, extracting comparable information.
Develop and implement a systematic approach through the embedding of relevant OMS elements and ensuring appropriate risk reviews are undertaken appropriately.
Improve and deliver customer experience in targeted sectors and customer groups. Ensure delivery of our promises by seeking continuous improvement and efficiency in all operations making sure the voice of the customer is represented in every decision we make. Drive standardisation of our sales offers in line with our basic customer offer.
Ensure that all activities conducted through 3rd parties or intermediaries in country comply fully with our own CoC and local competition legalisation. Ensure compliance with country regulations, BP Group, Segment and regional policies and standards.

Key challenges faced on the role
Working remotely and autonomously in sales territories.
Ability to negotiate with distributors or key customers within agreed DOAs and ensure that promises are not made that cannot be delivered.
Implement advanced Value Selling techniques to maximise value for both our distributors and Castrol.
Develop world class partnerships and relationships with large distributors.
Drive “sell through” relationships with distributors and intermediaries not “sell to”.
Financially analyse distributor’s performance to monitor return on investment and cash flow, to ensure long term viability.
Transfer of capability and passion for our brands to the Distributor partner’s whole organization is critical to the sustainability of our strategy.
Ensure we have a robust network of capable partners in the territory, operating to agreed Business Plans, and continuously seeking opportunities to optimize and improve coverage, penetration and market share in the defined market sectors (without compromising our overall strategy).

Experience & Expertise
Educational background:
University Graduate
Experience (depth and nature)
Minimum 3 years working experience in distributor sales and management
Track record of delivery of sales targets and performance
Experience/track record/confidence representing the company externally and dealing professionally with large distributors
Experience of managing negotiations at senior level

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