About the role
Castrol is one of the world’s leading lubricant brands, serving customers and consumers in the automotive, marine, industrial and energy sectors. Castrol brands are recognised globally for their premium quality and high performance, shaped by the company’s commitment to innovation and cutting-edge technology. With products sold in more than 150 countries, Castrol has helped keep things moving on roads and racetracks, air, sea, and space for over 125 years.
Whether you're just starting out or ready for your next big move, you're in the right place to explore an exciting career with Castrol.
Job description
About the team
The Key Account Manager – Industrial is responsible for managing local distributor partners, intermediaries, and resellers across various customer industries. This role is accountable for both the development and execution of the indirect sales strategy, ensuring the achievement of financial performance targets and driving sustainable, long-term value for the company. A primary focus is on fostering sustainable growth within the indirect channel, including the identification and acquisition of new distributor partners to establish a robust, high-quality network aligned with the business strategy. The position also involves providing comprehensive training on products and services, coaching third parties, and ensuring that the indirect channel salesforce is fully equipped to represent the GME business effectively to customers
Key Tasks
- Execute annual and multi-year strategic plans for indirect sales, supporting the development of channel strategies to optimize the value chain and deliver exceptional customer service.
- Ensure the achievement of financial targets by managing regional deliverables and implementing price interventions in line with competitive strategies.
- Develop, negotiate, and implement Joint Business Plans with stakeholders, providing ongoing support in areas such as sales performance, capability development, customer offer deployment, HSSE, and compliance.
- Influence and allocate third-party partner resources to ensure alignment with strategic priorities within the territory.
- Coach, motivate, and guide third-party sales teams to standardize the execution of customer offers and programs, leveraging resources such as distributor academies, marketing collateral, digital tools, and training to build distributor self-sufficiency.
- Champion the sales system framework, manage implementation KPIs, and ensure distributors possess the necessary capabilities for excellent execution.
- Support distributors in developing value case testimonials and actively promote best practices.
- Conduct joint customer visits with Platinum distributors to enhance capability development and drive SmartGains framework implementation.
- Gather and analyze customer, market, and competitor insights to inform brand differentiation and support the offer pipeline.
Experience Required
- Minimum of 8 years of professional experience in sales and key account management.
- Strong understanding of lubricant products and broad technical knowledge.
- In-depth experience in relevant industries (e.g., power, machinery, metalworking fluids, commodities such as steel, mining, cement, rubber)
- Demonstrated success in implementing marketing programs and offers
Privacy
The Castrol entity recruiting for this role is the data controller for the personal information you provide. We use it to assess your application and to manage the recruitment and onboarding process. We may share it with service providers who support our recruitment, and it may be transferred to other Castrol entities internationally under appropriate safeguards. We keep it only for as long as necessary. For details of how we use your information and your data protection rights, contact privacy.response@castrol.com.
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 Castrol recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.).
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.