Indirect Area Sales Manager

The Indirect Area Sales Manager will drive growth and support for Castrol HD across the assigned geography by engaging both distributor channels and direct accounts. The role emphasizes new business development, robust account management, and activation of HDNA, OEM, and TA field initiatives.

Location

Myrtle Point, Oregon, with remote work flexibility.

Responsibilities

• Maximize profitable growth of Castrol brands, prioritizing premium products and HD strategic segments through both direct and indirect sales channels.
• Maintain an active in-market presence, visiting customers and prospects four days per week.
• Support, train, and equip the WD DSR sales force in the assigned area to drive BP/Castrol business within HD focused segments.
• Prospect and develop the sales pipeline in Salesforce, taking accountability for closing opportunities within the territory.
• Maintain a robust pipeline for both direct and indirect prospects.
• Utilize PowerBI to manage the territory, overseeing new, growing, declining, and lost accounts proactively.
• Demonstrate, teach, and train DSRs on prospecting and closing using Castrol programs, ensuring access to the digital product catalog, sell sheets, pricing, and other selling tools.
• Support onboarding of OEM, HDNA, TA, and key accounts as required.
• Use Salesforce daily to manage account relationships and the pipeline, connecting with customers and internal teams while leveraging PowerBI, Castrol Insights, and Turfview.
• Comply with bp’s Code of Conduct, Values and Behaviors, and HSSE Standards.

Requirements

• Travel is substantial: 80 percent of the time, with 50–60 percent overnight stays.
• Operate remotely and autonomously within assigned sales territories.
• Apply advanced value selling techniques to maximize value for customers and Castrol, negotiating within agreed DOAs and avoiding commitments that cannot be delivered.
• Strong ability to identify sources of value and overcome objections.
• Develop world-class partnerships and relationships with large customers.
• Actively build new relationships with prospect customers to access business opportunities.
• Experience in budgeting, forecasting, and financial management to support profitable execution of the sales plan.
• Proficiency with digital sales platforms such as Salesforce and Microsoft Office.
• Customer Relationship Management expertise and a broad set of related capabilities across product knowledge, segmentation, channel management, account planning, distributor management, and territory management.
• Strong business acumen, marketing activation, negotiation planning, and partner relationship management capabilities.
• Digital fluency and ability to align internal and external partners toward common goals.

Technologies

• Salesforce
• PowerBI
• Castrol Insights
• Turfview
• Microsoft Office

Benefits

• Flexible working options
• Generous paid parental leave policy
• Comprehensive retirement benefits
• Health, vision, and dental insurance
• Life insurance
• Short-Term and Long-Term Disability
• 401k matching program
• Paid vacation and holidays
• Personal choice holidays
• Parental leave up to 8 weeks for birth or adoption
• Discretionary annual bonus program and long-term incentive program
• Pension for eligible employees

Travel Requirement

Up to 75 percent travel should be expected with this role.

Relocation Assistance

This role is not eligible for relocation.

Remote Type

Fully remote

Education

High School Diploma or equivalent