National Sales Manager

The Channel Sales Manager leads a high‑performing sales team to deliver the channel’s commercial strategy and performance objectives. This role is accountable for achieving channel targets across Volume, Gross Margin (GM), Overdue performance, and Total Customer Cost (TCC) within the assigned market(s).

The Channel Sales Manager is responsible for building and growing the lubricants business through BP–Castrol’s distributor network by working closely with Distributor Sales Managers, Key Account Managers, and distributor sales teams. This includes the annual development and execution of the channel’s OGSM (Objectives, Goals, Strategies, Measures) while strengthening organizational capabilities critical to long-term strategic success.

A key success factor is the ability to design and implement the right Route‑to‑Market (RTM) strategy and build distributor capability to expand distribution efficiently and profitably. This position reports to the Market Sales Manager – MYSG and is an active member of the Business Leadership Team.

Key Responsibilities

• HSSE & Compliance
• Ensure full compliance with HSSE and Ethics standards.
• Communicate safety requirements clearly to distributor teams, customers, and contractors.
• Implement appropriate HSSE training and conduct regular audits.
• Ensure all third-party activities stay in sync with BP’s Code of Conduct, local laws, and competition regulations.
• Adhere to BP Group, Segment, and regional standards (e.g., Picasso).
• Commercial Delivery
• Achieve and exceed Volume and Gross Margin targets for the assigned channel.
• Drive both sell‑in and sell‑out performance through distributors.
• Develop channel strategies and implement cost‑efficient RTM models to improve coverage and sales productivity.
• Customer & Distributor Management
• Improve efficiency and productivity through effective customer policies and resource planning.
• Strengthen distributor and customer relationships through WCCM, ensuring consistent delivery of value.
• Monitor implementation of Account Plans and Prospecting Strategies.
• Improve customer experience in target sectors and ensure consistent delivery of BP’s standard sales offers.
• Sales Leadership
• Build, manage, and grow a professional sales team in a performance‑driven culture.
• Oversee execution of sales and marketing initiatives across the channel.
• Play an active role in Sales & Operations Planning to enhance forecasting quality.
• Risk & Crisis Management
• Serve as a member of the crisis/continuity response team as required.
• Identify and implement risk‑reduction measures to ensure safe operations.

Qualifications

Educational Background

• Bachelor’s degree or equivalent experience in any field (minimum requirement).
• MBA or equivalent experience or equivalent qualification is an added advantage.

Experience

• Minimum 10 years of work experience.
• At least 5 years in sales management, including distributor and customer management.
• Strong Key Account Management experience with large customers.
• Proven ability to work with multiple internal and external partners.
• Demonstrated success driving top‑line growth and bottom‑line results.
• Fluent in spoken and written English.
• Willingness to travel within the country.
• Proficient in Excel and PowerPoint.