Entity:

Customers & Products:

Job Family Group:

Sales Group

Job Description:

Job Purpose

The Key Account Manager – Industrial is responsible for managing local distributor partners, intermediaries, and resellers across various customer industries. This role is accountable for both the development and execution of the indirect sales strategy, ensuring the achievement of financial performance targets and driving balanced, long-term value for the company. A primary focus is on fostering balanced growth within the indirect channel, including the identification and acquisition of new distributor partners to establish a robust, high-quality network aligned with the business strategy. The position also involves providing comprehensive training on products and services, coaching third parties, and ensuring that the indirect channel salesforce is fully equipped to represent the GME business effectively to customers

Key Accountabilities

• Execute annual and multi-year strategic plans for indirect sales, supporting the development of channel strategies to optimize the value chain and deliver exceptional customer service.
• Ensure the achievement of financial targets by managing regional deliverables and implementing price interventions in line with competitive strategies.
• Develop, negotiate, and implement Joint Business Plans with stakeholders, providing ongoing support in areas such as sales performance, capability development, customer offer deployment, HSSE, and compliance.
• Influence and allocate third-party partner resources to ensure alignment with strategic priorities within the territory.
• Coach, motivate, and guide third-party sales teams to standardize the execution of customer offers and programs, leveraging resources such as distributor academies, marketing collateral, digital tools, and training to build distributor self-sufficiency.
• Champion the sales system framework, manage implementation KPIs, and ensure distributors possess the necessary capabilities for excellent execution.
• Support distributors in developing value case testimonials and actively promote best practices.
• Conduct joint customer visits with Platinum distributors to enhance capability development and drive Smart Gains framework implementation.
• Gather and analyze customer, market, and competitor insights to inform brand differentiation and support the offer pipeline.
• Lead virtual customer account teams, coordinating support from Customer Operations, GBS, and Technical Service teams, with clear delegation of responsibilities

Requirements

Education

Bachelor’s degree in relevant field of study

Experience

• Minimum of 8 years of professional experience in sales and key account management.
• Strong understanding of lubricant products and broad technical knowledge.
• In-depth experience in relevant industries (e.g., power, machinery, metalworking fluids, commodities such as steel, mining, cement, rubber).
• Demonstrated success in implementing marketing programs and offers

Skills & Competencies

• Advanced skills in key account management and relationship building with major customers.
• Highly organized, with a strong ability to identify and prioritize issues.
• Exemplifies what we value, behaviors, and approaches.
• Proven track record to develop and implement both strategic and tactical business plans, with a hands-on approach to driving business outcomes.
• Strong organizational and people leadership skills to build capable and balanced teams.
• Agile leadership and adaptability to respond to multidimensional market conditions.
• Ability to collaborate across functions and advocate for the channel within the market.
• Proficiency in English (intermediate level in all four skills).

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

Some travel may be required with this role, this is negotiable

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, Channel Management, Channel marketing activation, Coaching, Commercial Acumen, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Offer execution and growth, Partner relationship management {+ 2 more}

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.