DSR Supervisor

About the role

The DSR Supervisor is accountable for developing and implementing sales strategy in the appointed territory and delivering Sell In performance targets such as volume, revenue and other KPIs. The role also screens prospect partners and coaches distributor sales representatives (DSRs) to drive Sell Out performance, including workshop coverage, in-store share, product mix and the return on investment of Castrol investments in workshops.

Key responsibilities

• Develop and implement territory distributor Sell In and Sell Out plans in line with PU strategy, and deliver financial targets for sales volume, revenue and other KPIs.
• Agree with the distributor or channel partner on workshop coverage and activation plans, a right-sized DSR team and regular reviews and coaching of DSRs.
• Drive key workshop customers and investment deals, ensuring the ROI meets Castrol requirements.
• Maintain accurate sales forecasts and customer data in internal systems, and feed customer feedback and competitor moves into business decisions.
• Lead or act as focal point for assigned projects, coach peer DSR Supervisors, and ensure third-party activities comply with the Code of Conduct and local competition law.
• Ensure compliance with country regulations, BP Group, segment and regional policies.

Required profile

• Minimum bachelor's degree.
• Minimum 8 years of relevant experience in distributor sales and management, with a track record of delivering sales targets.
• Experience designing and implementing distribution channel activation strategies.
• Ability to represent the company externally and negotiate with large distributors; direct leadership of a frontline sales team preferred.
• Ability to travel efficiently; negligible travel expected for this role.

Required skills

• Strategic and tactical business planning and account strategy.
• Understanding of distribution business financials and ability to support distributor sustainability.
• Coaching and motivating frontline sales teams.
• Channel management, negotiation and partner relationship management.

Hybrid office/remote working; the role is not eligible for relocation assistance.