Regional Sales Director - B2C

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
Job Purpose The Regional Sales Manager is responsible for planning and managing sales activities within the assigned territory through Distributor Managers following processes and the agreed journey plan to achieve the budgeted sales, profit and KPIs for the total region. Be responsible for all customers across the territory. Guarantee superior implementation of the sales, marketing strategies and World Class Customer Management (WCCM).
Key Accountabilities
Sales Strategies and Market Growth
Forecast monthly distributor and direct account volumes, analyse base and incremental changes including new products and gain/loss adjustments, and monitor in-month performance to flag risks or opportunities through the S&OP process.
Achieve volume and margin targets by growing existing customers and activating new ones, covering SELL-IN and SELL-OUT volumes.
Execute marketing initiatives: product launches, brand re-launches, consumer promotions, and programs.
Provide insights into customer needs, market trends, competitive activity, pricing, and new opportunities.
Work with National Sales Manager B2C on sales goals and strategies.
Distributor & Customer Management
Effective manage distributors to ensure distributors meet and exceed minimum performance of the annual business plan for assigned region. Be closely and personally involved in the selection and appointment of Distributors.
Optimize company resources for mutual benefit of company, distributors, and customers.
Ensure efficient Journey Plan in place for all Distributor sales staff in the team
Manage shop signs, tools, trade loans, rebates, and investments per Castrol Customer Investment Policy & Process.
Manage, Build and grow customer relationships via WCCM; develop new customers and strategic accounts.
Cultivate high-level relationships with key accounts to accelerate growth.
Identify distributors training needs and coordinate tailored development plans.
Leadership
Build, develop, and coach sales team with strong sales, management, and leadership skills.
Ensure functional excellence through capability development.
Champion the Castrol Mindset: drive growth, value customers, empower people, embrace change, and challenge the status quo.
Compliance & Digital Excellence
Ensure compliance with HSSE, product quality, brand, and ethical standards; promote HSSE awareness across staff, distributors, and customers.
Adhere to Castrol's Code of Conduct, Values, and HSSE standards.
Leverage Salesforce CRM and digital tools (Power BI, Tableau, Castrol Insights) for territory management and relationship building.
Education
Bachelor's degree in relevant field of study
Experience
Minimum 8 years of professional experience in sales with at least 3 years in a leadership or managerial role and proven ability to lead, coach and develop a team.
Understanding of lubricant product and broad overview of technical knowledge is a plus
Proven experience in the implementing marketing programs and offer.
Skills & Competencies
Strong Strategic planning skills & Data Analysis skills: To forecast, analyse performance data, and turn insights into actionable plans that drive growth.
Strong Leaderships skill: Able to lead, inspire and develop a high-performing team, ensuring clear direction and accountability.
Strong Stakeholder Management & Communication skills: Able to Build trust, align priorities, and communicate effectively with internal teams and external partners.
Strong General Trade channel management skill &Key Account Management skill inbuilding relationships with large customers
Role model the Castrol Values and Behaviors and Castrol Mindsets
A strong organization and people orientation to be able to build strong, capable and sustainable organizations
Agile thought leadership and action to be able to respond to changing market environments and dynamic business situations
Ability to work across functions and gain support for the Channel in the market
Intermediate English in all 4 skills
Adequate digital proficiency
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 [protected info].
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.