Sales Capability & Execution Manager

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

About the role  

The Sales Capability & Execution Manager, AsPac is responsible for driving sales excellence, upskilling the commercial organization, and ensuring brilliant execution across the Asia Pacific region. Bridging the gap between regional strategy and local market execution, you will partner closely with Market Sales Managers, Marketing, Technology and Technical Support teams to deploy "Perfect Store" guidelines, optimize Trade Spend, and elevate the capabilities of both direct sales forces and distributor networks. 

Key Responsibilities:  

1. Commercial Execution & In-Store Excellence 

• Drive execution of the "Channel Offers" and "Perfect Store" agendas across diverse AsPac markets, ensuring brand guidelines translate effectively to on-ground execution in the B2B2C channel.  
• Ensure the quality of Castrol branded workshops consistently aligns with brand guidelines.  
• Support in-store execution of key regional rollout of new product launches, commercial playbooks, and promotional toolkits. 
• Monitor market-level execution KPIs, conducting root-cause analysis on execution gaps and collaborating with local teams to implement corrective actions. 

2. Sales Capability & Development 

• Deploy sales capability frameworks, training modules, and coaching programs for country-level sales teams. 
• Act as the regional "Train the Trainer," equipping local Sales Managers and Trade Marketing teams with best-in-class selling, negotiation, and key account management skills. 
• Assess regional capability gaps and build a roadmap for continuous improvement, standardizing best practices across the region. 

3. Sales Force Effectiveness (SFE) & Strategic Revenue Management 

• Support optimizing trade investment and promotional ROI across B2B and B2C channels. 
• Establish strong governance and reporting frameworks to provide regional leadership with clear visibility into sales pipelines and execution metrics. 

Qualifications & Requirements:  

• Experience: 8-12 years of progressive commercial experience with a strong track record in Field Sales, Trade Marketing, or Commercial Excellence. 
• Regional Exposure: Proven experience managing multi-country initiatives across the Asia Pacific region, demonstrating a deep understanding of varying market maturities and cultural nuances. 
• Channel Expertise: Hands-on experience navigating both B2C and B2B. 

Behavioral Traits:  

• Influence & Collaboration: Exceptional ability to lead by influence, managing matrixed stakeholders without direct reporting lines. 
• Strategic & Hands-On: Can seamlessly pivot between high-level strategic planning and rolling up sleeves to solve operational issues.
• Agility: Thrives in a fast-paced, dynamic environment and adapts quickly to changing market conditions

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.