Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
Role Synopsis:
Key Account Manager role is accountable for Volume, NSV of the assigned key accounts as well as business developments by building and maintaining strong customer relationships including commercial and contractual arrangements.
Key Accountabilities:
Handle the assigned key accounts (big customers) to deliver Volume and NSV
Handle daily operational requirements from customers including trouble shooting etc
Lead and build (extend) strong customer relationship mainly at operational levels among all functions in the assigned customers (contact map should be regularly updated)
Develop account plans and update regularly to ensure robust opportunity pipeline based on wider insights including customer news, competitor and market intelligence, partner relationship and tender/offer opportunities
Implement agreed activities by acting as the single point interface across all the functions, Marketing, Technology, Supply Chain etc
Prioritize regular performance reviews internally/externally to supervise KPIs and implement any vital interventions
Ensure all contractual agreements are met and that the contract is renewed/extended in line with bp requirements
Lead or participate in global internal or assigned account networks, working closely with Castrol colleagues globally
Sales critical metrics - Volume, NSV, Overdue, Prospect Pipeline, Trials Generated, Account Addition, Account Retention, % Premium Product
Crucial experience: Experience in handling global or regional / trans-national key accounts
Ability to demonstrate gravitas and shown credibility as a sales professional.
Ability to operate at a senior level within customer organisations and handle partners optimally.
Ability to think strategically and translate into opportunities and solutions for mutual benefit with the assigned accounts
Extensive knowledge and experience of the OEM and Franchised dealer environment!
Intimate knowledge of the OEM value chain and the global motor industry; this would include awareness of differing cultures and business ethics within the global automotive arena.
Education : University degree or equivalent experience
Required Skills:
- Partnership and Team working Skilful
- Wise Decisions Skilful
- Lubes Specific - Innovation Skilful
- Knowledge and understanding - Industry/Sector Understanding: Mastery
- Knowledge and understanding - Customer Insights: Skilful
- Sales & marketing planning - Strategy development: Skilful
- Sales & marketing planning - Strategic thinking: Skilful
- Sales & marketing implementation - Measuring Sales & Marketing Success: Mastery
- Sales & marketing implementation Negotiating skills: Skilful.
Travel Requirement
Up to 10% travel should be expected with this role
Relocation Assistance:
This role is eligible for relocation within country
Remote Type:
This position is fully remote
Skills:
Commercial Acumen, Commercial performance, Consultative selling skills, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Listening, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding
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 disabilities may request a reasonable 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 accommodation related to the recruitment process, please contact us to request accommodations.
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.
