Key Account Manager

Job Family Group:

Sales Group

Job Description:

Job Purpose 

• Growth in Castrol New Retail key account is a key growth lever identified in strategy.
• This role takes a key role in Castrol new retail organization to drive sustainable growth agenda, in the meantime, to build long term strategic partnership with key clients.
• Manage the daily sales job and accountable for the top line KPIs and implementation of major sales and marketing activities.

Key Accountabilities

• Accountable for company financial KPI delivery – Volume, Turnover, GM results in the assigned key accounts.
• Drives the execution of channel strategy through translation into long- and short-term operational sales plans, allocation of resources and oversight of business processes to drive sustainable long-term value creation.
• Deploying and leading the critical account strategy/plan in the assigned accounts, with internal and external stakeholders, to ensure the strategy implementation and pipeline delivery to the New Retail critical accounts.
• Monitor of the market & sector insights, competitor actions, new market trends and opportunities in New Retail strategic focused segments.
• Accountable to monitor in-month performance of assigned accounts and to flag opportunities and vulnerabilities as part of the S&OP process. 
• Coordinate overall tasks with other cross functions to meet assigned targets for New Retail in new upcoming innovation trends.
• Lead the process for critical projects across the respective key accounts portfolio and work closely alongside regional, cluster and offer development teams to ensure the appropriate focus and support is provided to the prospect account to deliver significant sustainable customer value and maximize long term sustainable profitability.
• Interact with peers in sales, marketing, and functions to deliver and modify the value proposition designed for New Retail Key Accounts (include but not limited to product, application, service, strategy alliance, co-development, and senior strategy partnership) and ultimately bring sustainable and profitable growth to the customer and Castrol New Retail.
• Ensure all the business activities conform to the code of conduct, country legislative requirements as well as company strict Health, Safety and Environment policies.

Internal Interface

• Liaise with cross-functional team including global and local marketing team (service & maintenance, brand) CE&O team, finance and supply chain team.

Scope of Impact

• This role leads development of detailed spending and resourcing plans and priorities to meet assigned key accounts business goals and objectives. It involves setting and executing both short- and long-term business plans typically within a 3-5 years’ timeframe.

Job Holder Requirements 

Education 

• Bachelor is the minimum requirement; master might be a plus and not necessary for relative major preference.

Experience 

• 10+ years of sales experience with strategic account management.
• Ability to conduct complex negotiations with strategic partners.
• External relationship management with key decision makers (normally CEO of the company) and performance manage against agreed upon KPIs.
• Strong financial management experience relative to the profitable execution of sales.
• Experience of working with different business units, different functional teams in a big and complex organization.

Skills & Competencies 

• Senior Key Account Management - Mastery
• Account strategy & business planning – Mastery
• Negotiating Value – Mastery
• Internal functional navigation in the service of customer – Mastery
• Customer relationship management – Mastery
• Offer & Product knowledge – Mastery
• Consultative selling skills - Skillful

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:

Agility core practices, Analytical Thinking, Business process improvement, Commercial Acumen, Communication, Conflict Management, Creativity and Innovation, Customer centric thinking, Customer enquiries, Customer experience, Customer Service, Customer Support, Customer Value Proposition, Digital Fluency, Resilience, Self-Awareness, Sustainability awareness and action, Understanding Emotions, Workload Prioritization

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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.