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bp

Indirect Distributor Business Manager

bp

. The Distributor Business Manager (DBM) is the single point of accountability for their associated distributors as it pertains to volume and scorecard performance .

Posted 4/23/2026full-timeRemote • Missouri, Ohio • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact
  • The Distributor Business Manager (DBM) is the single point of accountability for their associated distributors as it pertains to volume and scorecard performance
  • Covers the geography of IN, MI, OH, portions of WV and western PA
  • Actively supports the Area Sales Managers with heavy duty and passenger car accounts and growing distribution within their existing customer base
  • Responsible for onboarding of new prospects and contributing to bi-monthly pipeline reviews
  • Supports acquiring new customers using both indirect and direct sales model
  • Conducts quarterly distributor performance reviews with key WDs, focusing on key prospects, at-risk accounts, and Scorecard metrics
  • Creates and implements an action plan to address underperformance when performance is below target
  • Monthly forecasting for distributors and direct accounts as part of the region's S&OP demand plan, including base volume, incremental volumes, new products, and adjustments for gain-lost accounts
  • Ensures distributor partners have access to and are leveraging Castrol selling tools
  • Responsible for key management activities with all Allison Dealers/Distributors and Motorcycle Distributors within assigned geography
  • Acts as single point of accountability to ensure distributor is aligned with all HSSE, Product Quality, Brand and Ethical standards
  • Partners with internal teams to ensure Turfview accuracy and resolve any late pay issues
  • Provides input into distributor / installer programs, new products and communicates to marketing competitive threats and trends
  • Co-ownership and accountability in conjunction with the Distributor Strategy Manager in all aspects associated with the distributor strategy for the assigned geography
  • Uses Salesforce CRM daily to manage account relationships, pipeline, and build sustainable connections within both the customer and our organization

Requirements

What you’ll need
  • Bachelor’s degree in relevant field of study preferred
  • Sales, sales management and/or marketing experience selling products through a distributor network preferred
  • Proven cross functional project management experience and working within multilayers of an organization
  • Proven experience in the management and execution of marketing programs and offers
  • Working knowledge of the Automotive and Heavy Duty business preferred

Benefits

Comp & perks
  • flexible working options
  • a generous paid parental leave policy
  • excellent retirement benefits

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools
sales managementproject managementmarketing program executionforecastingpipeline managementaccount managementperformance reviewaction plan implementationcustomer acquisitiondistributor strategy
Soft Skills
accountabilitycommunicationcollaborationproblem-solvingrelationship buildingorganizational skillsleadershipstrategic thinkingadaptabilitynegotiation
Certifications
Bachelor’s degree