Job Description

Entity:

Customers & Products

Job Family Group:

Sales Group

OEM (Original Equipment Manufacturer) key accounts is one of the key pillars of growth for Castrol Malaysia. The role of Castrol Sales Manager – B2B will be responsible for driving profitable growth and strengthen Castrol’s position in the OEM sector by managing strategic accounts, delivering tailored solutions, and ensuring customer satisfaction aligned with Castrol’s business objectives.

The primary responsibility is to achieve financial performance targets including Sales Volume, Turnover, Gross Margin and Overdue. Additionally, the role is responsible to hunt and manage customers from large, complex accounts with influential After Sales, Marketing and Service departments. The candidate must deal therefore with sophisticated and demanding professional managers with high bargaining power and often conflicting interests

Key Accountabilities

• Account Management Develop and implement account plans for OEM customers to achieve volume, margin, and share targets. On top of that, build strong relationships with key decision-makers and partners within OEM accounts.
• Business Development Identify & develop new opportunities within OEM sector for Castrol lubricants independently. Negotiate contracts and pricing agreements in line with Castrol’s commercial policies. Align and agree on all operational requirements (including price, payment terms, delivery SLA and services)
• Customer Value Delivery Provide technical and commercial support to OEM customers. Collaborate with Castrol teams to deliver customized solutions whenever needed and ensure product performance meets OEM specifications.
• Performance Monitoring and Market Awareness Track KPIs (market share, SKU penetration, workshop expansion &etc), sales performance and market trends to adjust strategies proactively. Create deep understanding of OEM markets and capture the demand as early as possible.
• Deliver financial performance targets including Volume, Turnover, GM and Overdue.
• Minimum 50% of time to be spent on market visit, with the purpose of analyzing OEM market, customer and competitor data to identify potential business opportunities and threats. This analysis is used to inform future sales and demand planning strategies. Collect results from the offer implementation with different customers, analyze against the respective plan, and conduct postmortem to address any issues that may arise.
• Manages and reviews prospect pipeline to ensure accurate and timely information is entered into the system in order to monitor progress of lead and calculate potential sales activity.
• Identifies the relevant market and competitor trends, which are applied to influence short-term and long-term sales forecasting and planning.
• Deliver on our commitments by improving efficiency and always considering customer feedback in every decision.
• Ensure that all activities in country comply fully with our own CoC and local competition legalization. Ensure compliance with country regulations, BP Group, Segment and regional policies and standards (e.g. Picasso)

Job Holder Requirements

Education

• Bachelor’s degree / diploma in relevant field of study

Experience

• Experience in key account and customer management.
• Track record of delivery of sales targets and performance
• Self-motivated, great teammate and able to work independently and have good business insight
• Good communication, presentation, selling and influencing skills
• Good organizational skills, Excel skills and good in data analysis.
• Willing to travel up to 50% of time

Skills & Competencies

• Role model the BP “Who We Are” culture..
• Key Account Management and building relationships with large customers.
• Ability to develop and implement strategic and tactical business plans and to be hands on and drive the business with direct responsibility​.
• Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations.
• Ability to work across functions and gain support for the businesses.
• Strong Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Deal Closure

At bp, we provide the following environment and benefits to you:

• A company culture where we respect our diverse and unified teams, where we are proud of our achievements and where fun and the demeanor of giving back to our environment are highly valued

• Possibility to join our social communities and networks

• Learning opportunities and other development opportunities to craft your career path

• Life and health insurance, medical care package

• And many other benefits.

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform crucial job functions, and receive other benefits and privileges of employment.

Travel Requirement

Up to 50% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Account strategy and business planning, Agility core practices, Business Acumen, Business Analysis, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Perspective, Internal alignment, market, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Stakeholder Management

Legal Disclaimer:

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 bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us

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.