Channel Development Manager Brazil

Information:

Posted: 27 Jun 2012
Apply deadline: 25 Sep 2012
Location: Brazil
Company: BP

Job description:

Role synopsisThe Channel Development Manager will lead the agenda of understanding the dynamics of “open market” channels (all except the OEM First Fill and Franchised Workshop Dealers channels), anticipating changes and developing winning customer value propositions to enable Castrol to significantly accelerate its growth in these channels. Particular focus is on PCO channels, in alignment with the Brazil WILG 2013-2017 strategy. This person will have the objectives of driving premium brands’ sales and improving customer loyalty to Castrol in order to meet the Brazilian lubricants business’ strategic and financial objectives. This should be achieved through the development of strategic, insight-led, class-leading consumer and customer marketing programmes at the point-of-sale.

• Reports directly to the Brazil Trade Marketing Manager (“Grouper”).Key accountabilitiesPerformance Delivery:
• Work closely with the Consumer Brands Marketing team to ensure optimum realization of the marketing plans through the most effective translation into channel plans.
• In alignment with the other marketing team and sales managers, coordinate the development of the annual trade marketing channel plans to meet the Brazil WILG 2013-2017 goals. This includes setting and delivering against the channel growth and performance targets and KPIs, as approved by the Brazilian business.
• Contribute to the development of distributor business plans for priorities channels. Be a champion for developing a stronger channel focus.
• Responsibility includes the achievement of volume, turnover and GM cpl targets; channel product mix and channel market share objectives; and Customer Heartbeat objectives.

Customer Value Propositions (CVPs):
• Together with the Pricing, Competitor Intelligence and Insights Manager, identify real customer and channel insights. Also help identify and track channel trends and determine channel and customer research needs that will help feed the development of value-added customer solutions.
• Develop and implement a CRM CVP for oil changers, the principal consumer influencer in open market channels, with the aim of becoming the preferred brand of oil changers, thereby building a lasting, strong barrier to competitors.
• Based on channel and customer insights, develop unique, actionable channel CVPs that drive differentiation and competitive advantage for Castrol, and higher, more profitable sales. These should be clear, focused and contemplate implementation effectiveness and longer-term roll-out.
• Create actions and plans that can be executed flawlessly at the point of sales and that can be feasibly measured.
• Identify and introduce new solutions (products, packaging and/or services) that deliver against clear customer insights.
• Manage the development, production and distribution of channel CVP-related communications and merchandising materials, promotions and premiums, guaranteeing differentiation, innovation and simplicity of handling/ installation/ execution of these.
• Develop channel CVP business plans including (but not limited to): volume, turnover, GM cpl, product mix, packaging, resources (people, ASP) investments, KPIs, milestones and monitoring approach.
• Responsible for ROI of CVPs and on-going monitoring of their effectiveness. Determine course correction or alignment to meet changing customer needs.
Pricing Policies:
• Work closely with the Pricing, Competitive Intelligence and Insights Manager to develop the pricing strategy by channel and region for Brazil to ensure a consistent approach, an alignment with brand strategy and the optimisation of profitability.

Sponsorships:
• Working together with the Communications and Sponsorship Manager, ensure that channel offers and programmes fully leverage Castrol sponsorship assets, in particular the FIFA Confederation’s Cup 2013 and FIFA World Cup 2014, with customers and at the point-of-sale to drive sales, customer loyalty and brand connection.

Marketplace Review:
• Monitor and evaluate channel activities and trends in the marketplace through appropriate research and regular customer contact.
• Provide advice and guidance to Brazil sales and marketing teams regarding channel trends
• Stimulate excellence in execution with the sales teams (internal and distributors) through extensive gathering and sharing of internal (and from other countries) and external cases of best practices in customer value proposition execution.
• Actively contribute to gathering competitive intelligence, feeding findings to the Pricing,
Competitive Intelligence and Insights ManagerEssential Education• University level education – Bachelor’s degree; MBA or equivalent business school degree is desirable but not required.
• Tertiary qualifications in marketing or a related discipline are considered essentialEssential experience and job requirements• 7+ years experience in Marketing with minimum of 4 years of Trade/Channel Marketing. Previous Sales experience would be advantageous.
• Experience in FMCG alternative channel (not-mass) marketing or workshop business/similar market environment (B2B) cross industry required
• Experience in working in a global organisation, with understanding of processes and systems in which multinational companies operate.
• Proven understanding of B2B and B2C issues and perspectives with a track record of developing powerful consumer and customer offers based on insights into trends and consumer/customer needs and behaviours.
• Demonstrated experience in developing successful channel strategies that resulted in significantly accelerated, “step-changed”, growth.Other essential skills and knowledge• Independent thinker, innovative, creative and passionate with great ability to motivate and engage others.
• Mastery in developing clear, actionable channel CVPs based on consumer/ customer insights. Should be able to ferret out strong channel and customer insights and leverage these into innovative marketing programs that respond to and help shape customer business plans.
• Good understanding of market research and adopting findings into strategies and initiatives.
• Strong business sense, with a strong understanding of a P&L and financial metrics.
• Excellent project management, organizational and multi-tasking skills to ensure multiple projects are managed and completed within agreed timeframes.
• Strong analytical skills to determine effectiveness of marketing, sales and promotional initiatives in the channels.
• Strong interpersonal and influencing skills when dealing with key business partners, internal team members and peers; able to persuade all stakeholders to work on common objectives.
• Pro-activity, initiative and the ability to work autonomously.
• Strong PC skills - particularly spreadsheet analysis & presentation skills.
• Oral and written communication expertise.
• Languages - Fluent Portuguese and English; Spanish an advantageDesirable criteria & qualifications• Team leadership and success in building strong teams is desirableRelocation availableNoTravel requiredYes - up to 10%Is this a part time position?NoAbout BPOur business is the exploration, production, refining, trading and distribution of energy. This is what we do, and we do it on a truly global scale. With a workforce of 80,000 employees, BP operates with business activities and customers in more than 80 countries across six continents. Every day, we serve millions of customers around the world. We are continually looking for talented, committed and ambitious people to help us shape the face of energy for the future.

BP Lubricants aspires to be the best branded marketer in the global lubricants industry. We focus on creating superior value for our customers and consumers, through differentiated lubricants and related products, backed by excellent services and people, in an efficient and safe operation. We offer a wide range of lubricant products and services for the consumer, commercial, marine and industrial markets. Our brand portfolio includes Castrol, Veedol, Aral and BP, each backed by our commitment to high performance and leading-edge technology.

In the US, BP Lubricants has a well established reputation for innovation in our product offerings and go-to-market approach. Our premium, high performance engine oils are category leaders and we work closely with our channel partners to maintain and grow our business in a mutually beneficial manner.

Contact information:

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Channel Development Manager Brazil

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