Channel Sales Manager

1 week ago

Johannesburg, South Africa bp Full time

Location
- South Africa - Johannesburg
- Travel required
- Up to 50% travel should be expected with this role
- Job category
- Sales
- Relocation available
- This role is not eligible for relocation
- Job type
- Professionals
- Job code
- RQ071184
- Experience level
- Senior

Job summary

**Entity**:
Customers & Products
**Job Family Group**:
Sales Group
**Job Summary**:
This role has accountability for delivering the sales targets - volume, turnover, gross margin, market share - for the SADC channel, in line with the market’s plan and the Castrol global strategy and is responsible for 10 SADC countries.

The role is responsible for developing, together with other stakeholders in the organisation, the activity set in support of delivering the top line growth, while leading, supporting and coaching the team of direct reports.

**Key Accountabilities**:

- Contribute to the development and implementation of the strategy- Participate in and provide input to marketing and business strategic reviews and annual marketing plans- Through the relevant sales and marketing networks and leads, ensure the obtaining of knowledge and understanding of market business trends, customers’ expectations, and current competitive position- Direct, lead and coach the relevant sales activities for the channel through direct reports- Establish and develop people resource and implement talent management and succession planning programmes.- Complete annual channel sales audits and sales plans (including contingency plans)- Ensure the production of phased sales plans and agree contents with market cluster leader.- Direct the implementation of the agreed sales plan for the Channel, ensuring the delivery of the results agreed in line with the plan- Contribute in major account multilevel relationship management and actively manage internal relationships- Drive performance through monthly and quarterly reviews of sales, financial and people progress, monitoring versus plan including required reporting and formats for business reviews.- Review the channel sales organisation to reflect the 3-5-year sales plan, go to market findings, cost to serve elements, and capability management- Optimise effectiveness of resources in the setup of the Sales organisation**Job Holder Requirements**:
**Education**
- Minimum: Bachelor's degree in Business, Marketing or similar**Experience**
- Min of 8 years sales management experience of handling a large territory or channel.- Experience working in a matrix organization with complex customer interfaces- Well-rounded business experience to be able to implement cross functional plans- Strong people leadership experience- Experience in dealing with multiple important stakeholders both within and outside the organization- Experience in dealing with key accounts and large, complex customers**Skills & Competencies**
- Key Account Management and building relationships with large customers- Role model the BP Values and Behaviors and Castrol Mindsets- Ability to develop and implement strategic and tactical business plans and to be hands on and drive the business with direct responsibility- A strong organization and people orientation to be able to build strong, capable and sustainable organizations- Agile thought leadership and action to be able to respond to changing market environments and dynamic business situations- Ability to work across functions and gain support for the Channel in the market- Key Account Management and building relationships with large customers**Travel Requirement**

Up to 50% travel should be expected with this role
**Relocation Assistance**:
This role is not eligible for relocation
**Remote Type**:
This position is a hybrid of office/remote working
**Skills**:
Account strategy and business planning, Business Acumen, Business Analysis, Channel Account Management, Channel Partner Management, Channels Marketing, Channels Strategy, Consultative selling skills, Customer Profitability, Customer Segmentation, Customer value proposition, Global Perspective, Key Accounts, Marketing, Marketing strategy, Negotiating value, Offer and product knowledge, Partner relationship management, Sales Channels, Sales forecasting/demand planning, Sales Management, Sector, market, customer and competitor understanding, Stakeholder Management
**Legal Disclaimer**:
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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