Industrial Business Development Coordinator

BP Petrolleri A.Ş.

Educational background:

•Minimum Graduate preferably from an Engineering discipline

Experience (depth and nature)
•At least 3 years of experience in Industrial Lubricants sales roles
•Track record of delivery of sales targets and performance

Other:
Essential

•Ability to develop and implement strategic and tactical business plans.
•Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations
•Business English

*** Position will be including field operations.

İŞ TANIMI

Purpose of Role:

Distributors are playing an increasingly important role in the delivery of our strategy. As we seek to build deeper, longer term relationships with our chosen Distributor partners, we are targeting to improve them to a world class distribution service level. The Industrial Business Development Coordinator is a key role in supporting the development of Industrial within Indirect business. The role involves building capacity and capability of Distributors to meet the future needs of Castrol in Industrial segment. The role is accountable of delivering Industrial sales KPIs such as Vol, GM and penetration within indirect business.

Key Results/Accountabilities Expected from Role:

1.Deliver Industrial segment Volume and GM targets in Indirect Business.
2.Build Capabilities within the Distributor sales representatives and Distributors through the development and deployment of training interventions for Industrial segment.
3.Assist and facilitate Indirect Sales Teams with Distributor capability and competency building in Industrial segment.
4.Benchmark the processes and performance of distributors in Industrial segment. Share this with the internal stakeholders to promote sharing of best practices and learning from each other.
5.Work with Indirect Sales team to assess Distributor needs, emerging trends and develop prioritised action plans for Industrial segment.
•Working closely with Marketing  to ensure that the Distributor channel is able to implement their strategies and offers in order to boost sales in Industrial
•Assisting DBMs with Industrial products, applications and technical selling skills, supporting them in distributor capability building
6.Work with the Business Development Manager to continuously monitor and benchmark the Industrial performance of the current network, make intervention to improve aligning with also DBMs.
7.Manage trade loan investments of Castrol Industrial targeting to improve number of Industrial customers served via distributors.
8.Work very closely with the Direct Sales and Technology teams to be able to convey the necessary developments and capabilities to the DBMs and distributors.
9.Ensure consistency and alignment for all distributor activities in Industrial driving standard processes and offers.
10.Input and influence people resources allocations of the distributors in Industrial segment to ensure perfect execution of our offers.
11.Share field findings and experience at team level, extracting comparable information.
12.Improve and deliver customer experience in Industrial customers served via distributors by representing the voice of Industrial customers in Indirect Sales Team.
13.Develop and implement a systematic approach through the embedding of relevant OMS elements and ensuring appropriate risk reviews are undertaken appropriately.
14.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 (e.g. Picasso).