BP Indonesia

Distributor Business Specialist – West & East Kalimantan (Castrol Indonesia)

• Conduct monthly distributor performance reviews, which consist of a robust review of key prospects and accounts at risk and thorough review of Scorecard metrics and performance manage distributors to drive accountability for Castrol sales results. When performance is not at target levels on scorecard metrics, DBS is accountable to create action plan to Region Manager to address the underperformance, identification of actions to close the gap and owns the execution of the action plan.
• Conduct monthly regular robust review of key prospects and accounts at risk with staff and report gain and lost account results internally through the Sales & Operational Planning (S&OP) process.
• Forecast monthly for distributors and direct accounts as part of region’s S&OP demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.
• Accountable to monitor in-month performance of distributors and direct accounts and to flag opportunities and vulnerabilities as part of the S&OP process.
• Accountable to manage distributors’ national account delivery for fee performance and ensure product handling, quality and inventory levels are in line with bp’s guidelines.
• Support Castrol Branded Workshop offers and ensure distributor understands offers and Castrol’s approach to direct and indirect sales efforts.
• Act as single point of accountability to ensure distributor is compliant with all HSSE, Product Quality, Brand and Ethical standards.
• Accountable to ensure Turfview accuracy is maintained and that accounts receivables with distributors is current and update to date.
• Provide input into distributor and installer programs and new products and communicate to marketing competitive threats and trends.
• Execute detailed plans and manage sales processes in the region with the focus on acquisition of new customers utilizing the indirect sales model.
• Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE
  Standards.
• Effective daily use of Salesforce Customer Relationship Management tools to
  manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.
• Ensure utilization of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights and TurfView.
• 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.