Area Manager- Branded workshop & Aggregator, Castrol

Job Family Group: Sales Group Job Description: This is a role within the Castrol organisation and the successful candidate will become part of the Castrol ring-fence. If you are part of the ring-fence, it is expected that your employment will move with Castrol to new ownership. Are you ready to join a team that’s driving the future of lubricants & beyond and setting new industry standards? Discover how our diverse and hard-working people at Castrol are shaping the industry – and how you can be part of this journey. We’re seeking versatile guides who share our passion for innovation and excellence. Bring your outstanding perspective, collaborative spirit, and challenge our thinking as we continue to lead the way in the lubricants' market & build businesses beyond lubricants. This is your chance to learn, grow, and thrive in a dynamic and inclusive organization. Apply now! Castrol is a global leader in lubricants and part of the bp Group, one of the world’s largest energy companies. In India, Castrol is a publicly listed company, leading in the Automotive, Industrial, and Marine lubricant sectors. With iconic brands, relentless innovation, strong customer relationships, and a team of highly motivated employees, we have maintained our market leadership in India for over a century. Our robust manufacturing and distribution network in India helps us reach consumers through more than 135,000 outlets. At Castrol, success knows no bounds. We offer a fast-paced learning environment where you can develop your career, whether in specialized functions or on a general management track. Castrol India has a proud legacy of championing top talent for leadership roles, both locally and globally! About the role: In order to fulfil Castrol’s vision of pivoting into a Service & Maintenance brand, a network of premium car workshops is being set up under brand name Castrol Auto Service. The intent is to expand the network at rapid pace over next few years. Branded Workshop Manager will play a critical role in the achievement of this goal. BWM will be responsible not only for setting up this network through acquisitions but also for managing and nurturing this channel to growth and Deployment of the channel offer. Key Responsibilities Customer acquisitions ▪ 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