Channel Support Specialist - B2B

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 onroads 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:

Support Channel Sales Managers (B2B) to proactively explore channel/customer business opportunities across OEM, FWS, CVO, and Industry segments to increase sales, strengthen brand presence at the point of sale, reduce operational costs, and optimize working capital - in alignment with channel/customer strategy. The role focuses on trade marketing planning and execution to drive growth and competitive advantage in B2B channels.

Key Accountabilities:

Strategy Alignment

• Seek to understand channel/customers' needs across OEM, FWS, CVO, and INDUSTRY segments and translate them into strategic trade marketing actions.
• Identify and implement solutions to optimize operations costs and working capital.
• Support Sales Managers in identifying new business opportunities and customer acquisition.
• Develop and execute trade marketing plans including promotions, incentive programs, and point-of-sale activations tailored to each B2B segment.
• Conduct or initiate research to understand customer behavior and competitive landscape where necessary.

Performance Management

• Analyze channel/customer performance including volume, turnover, gross margin, and service levels.
• Identify root causes, develop action plans, and highlight performance insights to the CSM and broader commercial team.
• Facilitate performance tracking for trade and marketing program execution.
• Leverage financial, trade loan, ROI, and customer/product master data to assess and improve profitability.
• Monitor and evaluate trade marketing ROI and recommend optimization actions.

Project Management

• Lead or support strategic trade marketing initiatives by developing project proposals, obtaining budgets, and aligning stakeholders.
• Act as a key facilitator to drive project execution across internal and external partners (distributors, workshops, OEM partners).
• Ensure solution development and delivery are aligned with customer/channel plans.

Knowledge & Capability Development

• Identify internal and external capability gaps and coordinate with the capability team to address them.
• Build and maintain a central repository of trade marketing materials, program guidelines, and performance metrics.
• Drive communication strategies and ensure tactical deployment across teams and channel partners.

OMS Responsibilities

• Leadership - Planning & Controls: Support risk identification and performance improvement planning.
• Organization - People & Competence: Develop team capabilities impacting operational performance.
• Performance Review: Analyze data and provide performance recommendations to ensure target delivery.

Key Challenges

• Balancing commercial agility with trade marketing effectiveness to drive profitability and customer satisfaction across diverse B2B segments (OEM/FWS/CVO/Industry).
• Ensuring cross-functional alignment and consistent execution of channel/customer strategies.

Education

• Bachelor’s degree in business, Marketing, Management, Engineering

Experience required:

• Minimum 8-10 years of relevant experience, including:
• At least 3 years in sales, business development, or customer/channel management.
• At least 3 years in trade marketing, channel marketing, or B2B marketing.
• Proven experience in commercial performance analysis and project leadership.
• Project Management experience is an advantage.

Commercial Skills:

• Customer Profitability & Value Chain Understanding 
• Customer Segmentation & Channel Management
• Sector, Market, Customer & Competitor Understanding 
• LBM Performance Planning & Sales Management 
• Trade Marketing Strategy & Execution 

Technical Skills:

• Proficiency in Excel, PowerPoint, Data Analysis, Power BI, AI Augmentation
• Trade promotion planning and ROI analysis
• Market and competitive analysis

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  [email protected].

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.