Job Family Group:
Sales Group
Job Description:
Role Summary
The B2B Distributor Business Manager (DBM) - Mining is the single point of accountability for distributor performance, volume delivery, and commercial execution within the Kalimantan mining market. The role is responsible for driving sustainable growth through distributor management, prospecting, key account engagement, tender management, forecasting, and Joint Business Planning (JBP). Success in this position requires a strong ability to influence distributors, identify and convert new business opportunities, manage performance through data-driven reviews, and collaborate effectively with customers and cross-functional stakeholders. Candidates should bring proven experience in the mining sector, distributor or key account management, strong commercial acumen, and the ability to operate successfully in a complex B2B environment while maintaining high standards of safety, ethics, compliance, and customer focus.
What you will deliver
Ideal Candidate Profile
Skills & Competencies
At bp, we provide the following environment and benefits to you:
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform crucial job functions, and receive other benefits and privileges of employment.
Don't hesitate to get in touch with us to request any accommodation!
Travel Requirement:
Up to 50% travel should be expected with this role
Relocation Assistance:
This role is not eligible for relocation
Remote Type:
This position is a hybrid of office/remote working
Skills:
Account strategy and business planning, Agility core practices, Business Acumen, Business Analysis, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Perspective, Internal alignment, market, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Stakeholder Management
Legal Disclaimer:
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp's recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.
If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.
Sales Group
Job Description:
Role Summary
The B2B Distributor Business Manager (DBM) - Mining is the single point of accountability for distributor performance, volume delivery, and commercial execution within the Kalimantan mining market. The role is responsible for driving sustainable growth through distributor management, prospecting, key account engagement, tender management, forecasting, and Joint Business Planning (JBP). Success in this position requires a strong ability to influence distributors, identify and convert new business opportunities, manage performance through data-driven reviews, and collaborate effectively with customers and cross-functional stakeholders. Candidates should bring proven experience in the mining sector, distributor or key account management, strong commercial acumen, and the ability to operate successfully in a complex B2B environment while maintaining high standards of safety, ethics, compliance, and customer focus.
What you will deliver
- Execute the prospecting strategy within the assigned territory, including prioritisation of time and resources, analysis of market data, senior stakeholder engagement, and management of tender and offer processes.
- Own distributor performance management through structured monthly and quarterly reviews, including assessment of scorecard results, key prospects, and accounts at risk, with clear action plans to address underperformance and close performance gaps.
- Establish and lead quarterly Joint Business Planning (JBP) with distributors, supported by monthly pipeline reviews to drive sustainable volume growth and sales effectiveness.
- Develop accurate monthly forecasts for distributors and direct accounts as part of the demand planning process, incorporating base volumes, incremental growth, new product introductions, and gain/loss adjustments.
- Monitor in-month sales performance and proactively identify opportunities and risks, contributing insights to the S&OP process to support informed decision-making.
- Ensure distributor inventory levels are managed in line with Castrol policies and guidelines.
- Act as the single point of accountability for distributor compliance with HSSE, Product Quality, Brand, Ethical standards, and bp's Code of Conduct, Values, and Behaviours.
- Ensure accuracy and integrity of commercial and operational data, including Turfview records and distributor accounts receivable status.
- Build and maintain strong, collaborative relationships with distributors, key customers, and internal cross-functional stakeholders to enable delivery of commercial and operational objectives.
- Drive effective and consistent use of Salesforce and other digital tools (including Turfview, Power BI, Tableau, and Castrol Insights) to support territory management, pipeline visibility, and performance reporting.
- Provide regular business updates covering prospect pipeline health, forecast accuracy, business profitability, and allocation of technical resources.
- Champion and role-model the Castrol mindset by promoting growth, customer centricity, empowerment, and continuous improvement.
Ideal Candidate Profile
- 3-5+ years' experience in the mining industry, preferably in Kalimantan.
- Proven experience managing B2B distributors and/or key mining accounts.
- Strong prospecting, consultative selling, and business development capabilities.
- Experienced in managing multiple stakeholders and cross-functional projects.
- Comfortable using CRM and performance management tools (e.g., Salesforce, Power BI).
- Demonstrates a growth mindset, customer-centricity, accountability, and strong commercial discipline.
Skills & Competencies
- Excellent consultative selling knowledge
- Excellence in key account management practice
- Excellent prospecting knowledge
- Products & Services Knowledge
- Customer Relationship Management, Distributor Management
- Customer Profitability & Measuring & Demonstrating Customer Value
At bp, we provide the following environment and benefits to you:
- A company culture where we respect our diverse and unified teams, where we are proud of our achievements and where fun and the attitude of giving back to our environment are highly valued
- Possibility to join our social communities and networks
- Learning opportunities and other development opportunities to craft your career path
- Life and health insurance, medical care package and many other benefits!
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform crucial job functions, and receive other benefits and privileges of employment.
Don't hesitate to get in touch with us to request any accommodation!
Travel Requirement:
Up to 50% travel should be expected with this role
Relocation Assistance:
This role is not eligible for relocation
Remote Type:
This position is a hybrid of office/remote working
Skills:
Account strategy and business planning, Agility core practices, Business Acumen, Business Analysis, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Perspective, Internal alignment, market, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Stakeholder Management
Legal Disclaimer:
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp's recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.
If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.