Territory Sales Manager - Indirect Channel

About the role

The Territory Sales Manager – Indirect Channel based in Lima will be the single point of accountability for assigned distributors, driving volume and scorecard performance. You will lead distributor relationships, ensure alignment with brand standards, and deliver sales results through strategic planning and execution.

Key responsibilities

• Conduct monthly distributor performance reviews, analysing prospects, at‑risk accounts and scorecard metrics.
• Create and execute action plans to close performance gaps.
• Lead the monthly Sales & Operational Planning (S&OP) process, forecasting base and incremental volumes, new products and account adjustments.
• Monitor in‑month distributor performance, flagging opportunities and vulnerabilities.
• Manage national account delivery, ensuring product handling, quality and inventory meet BP guidelines.
• Support Castrol Branded Workshop offers and ensure distributor understanding of direct and indirect sales approaches.
• Maintain HSSE, product quality, brand and ethical compliance across distributor activities.
• Oversee accounts receivable accuracy and timeliness.
• Provide input on distributor programs, new products and market trends.
• Utilise Salesforce CRM daily to manage relationships and drive sustainable growth.

Required profile

• Seasoned professional with extensive experience in channel sales and distributor management.
• Bachelor’s degree in a relevant field.
• Proven cross‑functional project management experience within multi‑layered organisations.
• Experience executing marketing programs and managing offers.

Required skills

• Advanced Excel for data analysis and forecasting.
• Salesforce CRM proficiency.
• Power BI for reporting and visualisation.