▪ Develop detailed plan for acquiring / developing customer base of Branded Workshops in assigned territories.
Create a pipeline of workshop leads for the channel that acts as a feeder pool for in-year as well as future acquisitions.
▪ Prospecting of leads and profiling them basis approved criteria using approved tools & techniques to ascertain fitment against requirements.
▪ Concept selling of Castrol’s Branded Workshop offer to prospects and helping them understand the program and channel offer in detail, including commercials. Explain contract TnCs, field queries, build relationship ultimately leading to successful conversions.
▪ Effectively use in-house tools. SFO to plan and track acquisition pipeline and WBC to create and deploy customer offers that are profitable for the business as well as meet customer’s business requirements.
▪ Post acquisition, ensure onboarding of customers by team to Castrol ways of working, brand heritage, product range and benefits etc. thereby inducting workshop into the program using tools and techniques provided.
▪ Define a local area business plan including target workshops, coverage, sales target, activities etc.
▪ Participate in the development of local business strategy, assisting the team to maximize their effective time in attracting and retaining business.
▪ Conduct sales activities such as volume and margin analysis, resolving customer operational issues and monitoring pricing performance integrity to enhance customer perception of value.
▪ Comply with BP’s Code of Conduct and models BP’s Values & Behaviors.
Offer Deployment & Workshop Management
▪ Execute quality deployment of channel offer including SOP training, Audits, Branding, Activations etc. Lead Implementation of future initiatives and pilots. Will need to lead by example and demonstrate execution of key activities such as audits and SOP training effectively.
▪ Understand and build relationship with customer to gain commitment for the activities proposed.
▪ Implement activities aligned to customer needs and company strategy to maintain the good relationship with existing customers.
▪ Defend and grow existing customer share of wallet through needs based and effective use of our offer under guidance.
▪ Hold regular meetings to agree and track targets with customers.
▪ Customer and market insights: manage an updated database and maintain close relationship locally.
▪ Understand customer needs and competitor’s approach and provide feedback to company.
▪ Represent “voice of customer” in the company to improve our approach.
Overall Business Delivery Responsibility
▪ Achieve month-wise Secondary sales objectives for entire product range including focus products and synthetics across customers
▪ Develop strong relationships with key customers and ensure quality service through distributors/ SEs.
▪ Develop appropriate plans in consultation with on ground sales team to ensure customer retention and to counter competitor activities to minimize their impact on Castrol’s business
▪ Help collate information (customers, influencers, competition analysis & SWOT analysis) and use it to develop appropriate territory strategy
▪ Market coverage: Study, approve BDMs’ PJPs and ensure implementation of systematic and cost effective coverage of outlets as per defined Ways of Working
Reporting / Performance Review / Policies adherence
▪ Lead, coach and guide team of Business Development Managers (BDMs)
▪ Ensure that new members of on-ground sales team are properly inducted on channel offer and expectations
▪ Perform on-the-job training of and develop ground sales team’s capabilities and review their performance.
▪ Submit periodic performance report on acquisition/ performance KPIs to relevant stakeholders
▪ Ownership of strict adherence of company policies, code of conduct & other statuary compliances