Distributor Business Manager – Castrol (bp Group)

Entity: Customers & Products

Job Family Group: Sales Group

About Us

Are you ready to join a team that’s driving the future of lubricants and beyond while setting new industry standards? At Castrol, a global leader in lubricants and part of the bp Group, we’re shaping the industry through innovation and excellence.

With a legacy of over a century in India, Castrol has been a leader in the Automotive, Industrial, and Marine lubricant sectors. We have built iconic brands, strong customer relationships, and a robust manufacturing and distribution network that reaches over 135,000 outlets across India.

We provide a fast-paced learning environment, fostering career growth through specialized functions and general management tracks. Our commitment to developing top talent has led to leadership roles locally and globally.

We are currently looking for a Distributor Business Manager (DBM) to join our team.

Role Overview

The Distributor Business Manager is responsible for profitable volume and revenue growth in the designated territory by effectively implementing Castrol’s sales strategy through distributors and retail direct accounts.

A key part of the role involves:

• Developing a team of competent Distributor Sales Representatives (DSRs), Field Marketing Representatives (FMRs), and Sales Officers (SOs).
• Ensuring sales and service routines through distributors are on auto-pilot.

Key Responsibilities

1. Sales & Business Growth

• Achieve targets for revenue, reach, and profitability.
• Drive customer advocacy for Castrol among key retailers and workshops.
• Execute sales calls efficiently and ensure product supply as per First Day, First Time (FDFT) standards.

2. Distributor & Partner Management

• Conduct monthly distributor performance reviews, analyzing key prospects, at-risk accounts, and scorecard metrics.
• Develop action plans to address underperformance and close gaps.
• Ensure distributors adhere to Castrol’s sales strategy and accountability measures.

3. Market Expansion & Digital Adoption

• Focus on new customer acquisition using the indirect sales model.
• Utilize Customer Relationship Management (CRM) tools to manage accounts and build long-term relationships.
• Leverage digital tools like Salesforce, Power BI, Tableau, Castrol Insights, and TurfView for effective territory management.

4. Compliance & Ethical Conduct

• Adhere to bp’s Code of Conduct, Values & Behaviors, and Health, Safety, Security, and Environment (HSSE) standards.
• Ensure ethical and compliant distributor claim management processes.

Qualifications & Experience Required

Education:

• Minimum: Bachelor’s Degree
• Preferred: Engineering/Technology degree in Mechanical, Automobile, Chemical, Production, or Electrical fields

Experience:

• 5–8 years of experience in channel sales.
• Essential: Experience in managing distributors, third-party management, and Bazar Trade.
• Must have: A valid four-wheeler driving license and willingness to travel 15–20 days per month.

Skills & Competencies:

• Customer Relationship Management & Partner Management
• Distributor Management & Territory Management
• Sales & Negotiation Planning
• Digital Fluency & Use of Analytical Tools
• Commercial Acumen & Market Understanding

Work Environment & Additional Information

• Travel Requirement: Up to 100% travel within the designated region.
• Relocation Assistance: Available within the country.
• Remote Work: Not available – field-based role.

Why Join Castrol?

At Castrol, we value trust, transparency, and teamwork. We provide a challenging yet rewarding environment where you can grow your skills and make a real impact.

• A culture of innovation & continuous learning
• A strong legacy of industry leadership
• Opportunities to lead and grow your career on a global scale

Equal Opportunity Employer Statement

We are an equal opportunity employer and are committed to fostering a diverse and inclusive workplace. We do not discriminate based on race, religion, gender, sexual orientation, disability, or any other protected status.

Individuals with accessibility needs may request adjustments/accommodations for the recruitment process. If you need any support, please contact us.

Additionally, depending on the role, employment may be subject to:

• Pre-placement drug screening
• Medical fitness review
• Background checks

Apply now and be a part of Castrol’s journey to redefine the lubricants industry and beyond! ????