Entity:

Customers & Products:

Job Family Group:

Sales Group

Job Description:

Job Purpose

• Responsible for supporting the team to maximise profitability and sales opportunities by leading and developing business relationships for sales direct/B2B, handling local distributor partners/intermediaries/resellers, building on existing relationships and creating new business opportunities.
• Accountable for the execution of the territory sales strategy and responsible for delivering the financial performance targets through robust Joint Business Plans and driving/supervising performance to ensure long term sustainable value for the company.
• Accountable for providing training on products and services, coaching third parties ensuring that salesforce is capable and equipped to serve as the voice for the GME business in front of customers.

Key Accountabilities

Drive Sales

• Executes the annual and multi-year strategic plans for territory sales, supporting the development of channel strategies to improve the whole value chain and ensure excellent standards and delivery to customer. Ensures delivery of financial targets through leading regional deliverables and price interventions as defined by our competitive strategy (Eg. Joint Business Plans (JBP), Distributor Offer, Upselling, Indirect sector focus for growth, Smart Gains etc.)
• Conduct sales activities such as volume and margin analysis, supporting tender activity, leading resolution of customer operational issues and supervising pricing performance integrity to enhance customer perception of value
• Develops, agrees (both internally and externally) and implements a Joint Business Plan with the distributor/channel partner, taking in-year and longer term views, providing permanent support and coaching in all areas of its contents including, sales performance, sales capability, customer offer deployment and HSSE and ethics and compliance etc
• Spends at least 60% of time in front of customers and distributors and is able to navigate conversations across a diverse contact map at all levels and through all functions of the customer to build strong relationships that build trust, generate powerful insights and enable business growth
• Makes joint customer calls with Platinum distributors to support development of capability and driving Smart Gains framework implementation.

Offer development support

• Develops insight from customers, market sectors, competitors to provide customer/ market intelligence to enable brand distinctiveness and feed offer pipeline.

Business development

• Develops and regularly updates monthly detailed customer events, opportunities & vulnerabilities for the area business review which drives the LBM (Lubricants Business management)

Customer advocacy

Leads virtual customer account teams to meet customer needs drawing support from Customer Operations, FBT, and Technical Services teams including a clear delegation of responsibilities

Requirements

Education

• Minimum Graduate or tertiary business qualification with equivalent experience

Experience

• Understanding of shipping, oil & gas market and global dynamics, trends, regulatory environment desirable
• B2B sales management experience with a track record of delivery of sales targets and performance

Skills & Competencies

• Ability to develop, maintain and build new relationships with customers, OEMs and Industry bodies.
• Ability to present persuasive offers to senior level management within the customer’s business
• Uses resources and own networks to achieve goals and objectives
• Ability to work across functions and gain support for the businesses in the channel
• Comfortable with using digital tools and applications to support the selling process and enhancing customer experience.
• Ability to develop and implement strategic and tactical business plans to meet and set challenging personal and team targets, schedules and deadlines through constructive prioritisation and time management

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.

Travel Requirement

Up to 25% 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, Business Acumen, Channel marketing activation, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Listening, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Proposition development, Prospecting and pipeline management, Sales forecasting/demand planning, Sector

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.