Area Sales Manager (Los Angeles, Ventura, or Northern CA)

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The Area Sales manager will achieve or exceed assigned sales and profitability goals by maintaining and growing sales of Castrol Industrial products and services in N. CA, Central CA and Los Angeles County N/Ventura County. area through distribution and direct channel in Business to Business (B2B) environment.

• Territory strategy & execution: Build and complete a territory plan (segmentation, target list, coverage model) to deliver volume, margin, and share growth.
• New business development (hunter): Identify, qualify, and convert new opportunities; expand into new sites, plants, and applications within the territory. Distribution and Direct selling.
• Opportunity pipeline rigor: Maintain an accurate pipeline in Salesforce (stage, value, close date, next steps) and manage forecast cadence with demand team.
• Pricing & profitability management: Protect and grow gross margin through value-based pricing, mix optimization, and disciplined discount governance.
• Apply value selling and consultative skills to enhance customer offers and perception of value
• Develop and manage relationships at multiple levels of customer organization, including senior corporate relationships
• Distributor/channel effectiveness: Ensure distributor execution (coverage, inventory, demand generation, training) and hold partners accountable to joint business plans
• Time management: Plan and prioritize territory activities to maximize time in front of customers and high-value opportunities, ensuring timely follow-up and execution of commitments.
• Support key functions such as finance and demand planning to achieve organization goals

Education

• Bachelor’s degree, preferably in business, technical field or engineering

Experience

• Minimum of 5 years industrial sales experience
• Must be technically savvy and experienced in using Microsoft Office Suite, Saleforce and other sales related tools
• Must be skilled with using electronic media
• Business Partnering, consultative, selling and negotiations skills
• Prospecting experience with a Hunter mindset, ability to manage pipelines-Salesforce skills helpful
• Knowledge and understanding in sustainability – energy savings, water reuse
• Expertise in Metalworking products and applications and/or Industrial Lubrication products and applications preferred
• Must have a valid driver’s license
• Travel up to 75% of the time in the territory including some overnights
• Must be at least 18 years of age; Legally authorized to work in the United States; and not require sponsorship for employment visa status (i.e. H1B, TN, etc.) now or in the future
• Conduct one’s self in a manner that is safe, ethical, and consistent with applicable laws and regulations, BP Requirements, BP values and behaviors and our HSSE goals as required in BP’s Code of Conduct with emphasis on Safety, Courage, One-Team, Respect, and Excellence

Skills & Competencies

• Products and Services Knowledge: Mastery
• Prospect and Pipeline Management (Account Development): Skilful
• Consulting and Selling Skills: Mastery
• Measuring and Demonstrating Customer Value: Skilful
• Distributor Management: Skilful

Why join us
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.
There are many aspects of our employees’ lives that are meaningful, so we offer benefits ( https://exploreyourbenefits.com/landing.html) to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and excellent retirement benefits, among others!

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 75% 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, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Listening, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Proposition development, Prospecting and pipeline management, Sales forecasting/demand planning, Sector

Legal Disclaimer:

We are an equal opportunity employer. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, 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.