Entity:

Customers & Products:

Job Family Group:

Sales Group

Job Description:

The Key Account Manager leads the regional growth agenda for Castrol’s Industrial Lubricants business. The role will focus on identifying and closing new business opportunities with both new customers and within existing customer accounts.The role will be accountable for Volume and NSV at existing and new accounts, as well as business development critical metrics that support new customer acquisition.
The Key Account Manager will be a center of regional expertise in prospecting and sales pipeline management, along with maintaining strong customer commercial relationships.

• Performance:

• Develop and acquire material new business opportunities at both new and existing large accounts.

• Deliver In-Year Sales KPIs

• Volume, NSV, Overdue, Prospect Pipeline, Trials Generated, Account Addition, Account Retention, % Premium Product

• Business Development:

• Develop account plans and update regularly to ensure robust opportunity pipeline based on wider insights including customer news, competitor and market intelligence, collaborator relationship and tender/offer opportunities

• Active manage the prospect pipeline to convert opportunities, lead interventions to eliminate roadblocks on closure.

• Lead or participate in global internal account networks, working closely with Castrol colleagues globally as required.

• Customer Relationship:

• Build strong customer relationships with relevant collaborators, ensure the contact map is properly managed.

• Address day-to-day requests from customers including trouble shooting etc. as the single point interface across all the functions, Marketing, Technology, Supply Chain etc.

• Organize regular performance reviews internally/externally to track benchmarks and implement any necessary interventions

Education

• University degree or equivalent, preferably in technical field or engineering

Experience:

• Minimum of 5 years industrial sales or relevant B2B sales.
• Expert in CRM and other digital sales tools, along with proficiency in Microsoft office tools
• Practical knowledge of metalworking products and industrial lubricants applications (preferred).
• Experience in managing global or regional / trans-national key accounts

Capabilities:

• New Customer prospecting and ability to demonstrate “hunter” attitude.
• Ability to develop and work with informal networks and across organizational boundaries.
• Expertise in value selling and cross selling methodologies to expand customer value.
• Demonstrated ability in offer development and financializing deal metrics.
• Ability cultivate senior customer relationships organizations and manage interested parties.
• Ability to think strategically and translate into opportunities and solutions for mutual benefit.

Skills & Competencies

• 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.
• Valid Drivers License

Why join us At bp, we support our people to learn and grow in a diverse and ambitious environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly.
There are many aspects of our employees’ lives that are meaningful, so we offer benefits ( https://exploreyourbenefits.com/landing.html) to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and excellent retirement benefits, among others!

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

How much do we pay (Base)? (107,000 - 165,000(Minimum & Maximum))

Note that the base pay range listed for this position is a good faith and reasonable estimate of the range of possible base compensation at the time of posting.

We offer a reward and wellbeing package to enable your work to fit with your life. These can include, but are not limited to, access to health, vision and dental insurance, flexible working schedule, paid time off policy, discretionary annual bonus program, long-term incentive program, and a generous 401K matching program.  You may learn more about our generous benefits at benefits@bp.

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, 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 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.