This is a role within the Castrol organisation and the successful candidate will become part of the Castrol ring-fence. If you are part of the ring-fence, it is expected that your employment will move with Castrol to new ownership.
Are you ready to join a team that’s driving the future of lubricants & beyond and setting new industry standards? Discover how our diverse and hard-working people at Castrol are shaping the industry – and how you can be part of this journey.
We’re seeking versatile guides who share our passion for innovation and excellence. Bring your outstanding perspective, collaborative spirit, and challenge our thinking as we continue to lead the way in the lubricants' market & build businesses beyond lubricants. This is your chance to learn, grow, and thrive in a dynamic and inclusive organization.
Apply now!
Castrol is a global leader in lubricants and part of the bp Group, one of the world’s largest energy companies. In India, Castrol is a publicly listed company, leading in the Automotive, Industrial, and Marine lubricant sectors. With iconic brands, relentless innovation, strong customer relationships, and a team of highly motivated employees, we have maintained our market leadership in India for over a century. Our robust manufacturing and distribution network in India helps us reach consumers through more than 135,000 outlets.
At Castrol, success knows no bounds. We offer a fast-paced learning environment where you can develop your career, whether in specialized functions or on a general management track. Castrol India has a proud legacy of championing top talent for leadership roles, both locally and globally!
About of the role -
In order to fulfill Castrol’s vision of pivoting into a Service & Maintenance brand, a network of premium car workshops is being set up under brand name Castrol Auto Service. The intent is to expand the network at rapid pace over next few years.
Branded Workshop & Aggregators will play a critical role in the achievement of this goal. BW Manager will be responsible for setting up network of CAS workshops in their territory through acquisitions and for managing and nurturing this channel to growth and deployment of the channel offer. Incumbent will also be responsible for timely and effective implementation of offer elements leading to superior customer experience.
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Developing Service Capability & Mindset and Embedding Customer Experience
Bringing outside in perspective to influence shape and form of offer elements that create a standardised and differentiated consumer experience in the workshop network
Deployment of offer elements that influence consumer experience (e.g. SOP, audit & certification)
Helping develop service approach in team and customers
Lead implementation of special projects that drive consumer footfalls into workshop network or bring value for consumer and customer e.g. strategic tie-ups with B2B marketplaces, spare part manufacturers, insurance companies, OEMs etc.
Help marketing improve offer elements basis insights and feedback from customers.
Ensure implementation of activities in line with expected SLAs, escalate challenges/ risk to effective delivery timely so as to drive interventions.
Customer acquisitions
Develop detailed plan for acquiring / developing customer base of Branded Workshops in assigned territories. Create a pipeline of workshop leads for the channel that acts as a feeder pool for in-year as well as future acquisitions.
Prospecting of leads and profiling them basis approved criteria using approved tools & techniques to ascertain fitment against requirements.
Concept selling of Castrol’s Branded Workshop offer to prospects and helping them understand the program and channel offer in detail, including commercials. Explain contract TnCs, field queries, build relationship ultimately leading to successful conversions.
Effectively use in-house tools such as SFO to plan and track acquisition pipeline and WBC to create and deploy customer offers that are profitable for the business as well as meet customer’s business requirements.
Post acquisition, ensure onboarding of customers by team to Castrol ways of working, brand heritage, product range and benefits etc. thereby inducting workshop into the program using tools and techniques provided.
Define a local area business plan including target workshops, coverage, sales target, activities etc.
Participate in the development of local business strategy, assisting the team to increase their effective time in attracting and retaining business.
Conduct sales activities such as volume and margin analysis, resolving customer operational issues and supervising pricing performance integrity to enhance customer perception of value.
Stay in sync with BP's Code of Conduct and models BP's Values & Behaviors.
Offer Deployment & Workshop Management
Execute quality deployment of channel offer including SOP training, Audits, Branding, Activations etc. Lead implementation of future initiatives and pilots. Will need to lead by example and demonstrate execution of key activities such as audits and SOP training effectively.
Understand and build relationship with customer to gain commitment for the activities proposed.
Implement activities aligned to customer needs and company strategy to maintain the good relationship with existing customers.
Defend and grow existing customer share of wallet through needs based and effective use of our offer under guidance.
Hold regular meetings to agree and track KPIs with customers.
Customer and market insights: manage 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 to improve our approach and strategy
Overall Business Delivery Responsibility
Achieve month-wise Secondary sales objectives for entire product range including focus products and synthetics across customers
Develop strong relationships with key customers and ensure quality service through distributors/ SEs.
Develop appropriate plans in consultation with on ground sales team to ensure customer retention and to counter competitor activities to minimize their impact on Castrol’s business
Planning
Help collate information (customers, influencers, competition analysis & SWOT analysis) and use it to develop appropriate territory strategy
Market coverage: Study, approve Business Development Managers’ PJPs and ensure implementation of systematic and cost effective coverage of outlets as per defined Ways of Working
Lead, coach and guide team of Business Development Managers (BDMs)
Ensure that new members of on-ground sales team are properly inducted on channel offer and expectations
Perform on-the-job training of and develop ground sales team’s capabilities and review their performance.
Submit periodic performance report on acquisition/ performance KPIs to relevant customers
Ownership of strict adherence of company policies, code of conduct & other statuary compliances
Experience and Qualification
Bachelor’s degree or equivalent experience in Engineering / Technology (like Mechanical, Chemical etc.), with major of sales & marketing related is preferred and with 8+ years sales & marketing experience in B2B space.
- Sound commercial knowledge on contracts and proven experience in long term contract negotiation and value creation
Excellent selling skills especially the value selling skills, fair knowledge on auto technology, automotive aftermarket
- Maturity with significant business and social insight – understand the business context as well as the industry trend
Demonstrated track record of driving growth in a very competitive market environment.
Positive attitude, proactive approach, eager to learn and a belief in working and winning with teams.
Customer centric approach and ability to handle uncertainty and ambiguity
Willing to travel extensively
You will work with:
Additionally will need to work closely with key customers in Marketing and Business support functions. Special projects may require leading larger channel development team (peer set) for implementation of channel offers.
Why join our team?
We support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. We are committed to crafting an inclusive environment in which everyone is respected and treated fairly.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
Travel Requirement:
Up to 75% travel should be expected with this role
Relocation Assistance:
This role is eligible for relocation within country
Remote Type:
This position is not available for remote working
Skills:
Business-To-Business (B2B) Sales, Channel Sales .
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.
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