Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

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 a...