Job Description

Entity:

Customers & Products

Job Family Group:

Sales Group

The role ensures to coordinate well between internal marketing, technical support and cross function and externally with distributor to supervise accurate planning, execution and monitoring of the activity set/ offers meant to deliver the business objectives within these SD and strategic accounts. The role is responsible for delivering Volume, GM targets of the selected Kay Accounts as well as leading TCC and budgets.

Key Accountabilities

• Lead and coordinate the development of the annual Super Dealers/Key Account plan process in the area of responsibility. Ensure that all SD/ Key Account Plans are aligned with the overall business strategy, our agreements with strategic partners (SD/Key Account etc), the internal marketing initiatives, the Key Account’s expectations as well as the compliance with the company HSSE and Ethical standards. Aggregate all plans, and ensure they align with the agreed performance indicators for both the Key Account and the company.
• Input to and implement a regionally agreed Prospecting strategy, including allocation of time and resources in the area of responsibility, coordination and interpretation of market data, senior collaborator and relationship management and tender/offer processes, which may cross over several territories and/or countries, as well as channels.
• Conduct monthly regular robust review of key prospects and accounts at risk with staff and report gain and lost account results internally through the Sales & Operational Planning (S&OP) process.
• Forecast monthly for in-charged accounts as part of region’s S&OP demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.
• Accountable to monitor in-month performance and to flag opportunities and vulnerabilities as part of the S&OP process.
• Act as single point of accountability to ensure our customers are compliant with all HSSE, Product Quality, Brand and Ethical standards.
• Implement detailed plans and lead sales processes in the region with the focus on acquisition of new customers.
• Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
• Effective daily use of Salesforce Customer Relationship Management tools to lead all aspects of the account relationship and build balanced relationships throughout the customer organization, as well as our organization.
• Ensure utilization of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights.
• Adopt and utilize the Castrol mindset which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo.

Experience

• Overall 5-6 year working experience in OEM/Key Account Management
• Proven track record of driving growth in a very competitive market environment;
• Working experience in Lubes industry is helpful
• Experience/track record/confidence representing the company externally and dealing expertly with large customers

Skills & Proficiencies

• Solid understanding of products and services, with shown experience in key account management and planning.
• Experience working in matrix organizations leading sophisticated customer and collaborator interfaces.
• Ability to develop and execute both strategic and tactical business plans.
• Flexible and adaptable to multifaceted market environments and changing business conditions.
• Strong cross-functional teamwork skills with well-rounded business sense to drive regional initiatives.

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 attitude 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

No travel is 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, Account strategy and business planning, Agility core practices, Business Acumen, Category spend profiling, Channel marketing activation, Coaching, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Dialogue enablement, Digital Fluency, Internal alignment, Listening, Managing strategic partnerships, market, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Proposition development, Prospecting and pipeline management {+ 1 more}

Legal Disclaimer:

We are an equal opportunity employer. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, 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.