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Account Manager - Marine - Norway

Account Manager - Marine - Norway

  • Location Norway - Flexible
  • Travel required Negotiable
  • Job category Sales Group
  • Relocation available No
  • Job type Professionals
  • Job code 133152BR
  • Experience level Intermediate
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Job summary

Responsible for supporting the team to maximise profitability and sales opportunities by managing and developing business relationships for sales direct/B2B, building on existing relationships and creating new business opportunities. The AM is supported by a strong cross-functional customer accounts team, digital tools & platforms and the in-region Sales Operations Executive allowing the AM to focus on customer facing activities.

Would you like to discover how our diverse, hardworking people are leading the way in making energy cleaner and better – and how you can play your part in our world-class team?

Reinvent your career as you help our business to meet the challenges of the future.

Join as an Account Manager supporting the Marine business

The role is home based. Ideally you would be located in North-West coast of Norway, e.g. Ålesund, Molde, Kristiansund or areas around to be close to your customers.

In this role you will:
  • Support a profitable portfolio of existing accounts, championing Castrol’s Value Selling principles and the SmartGains framework to develop existing relationships with customers and deliver profitable growth via new customer acquisitions
  • Participate in the development of B2B business strategy, and regularly review the direct sales risk pipeline to maximise team profitability, assisting the team to maximise their effective time in attracting and retaining business
  • Conduct sales activities such as volume and margin analysis, supporting tender activity, resolving customer operational issues and monitoring pricing performance integrity to enhance customer perception of value
  • Drive new offers, building a deep understanding of the market, and actively support prospecting activities, developing a pipeline of opportunities through more detailed customer analysis
  • Support the implementation of the GME (Global Marine Energy) in-year programmes and priorities
  • Clearly articulate product and services offers in a way that demonstrates distinctiveness and can translate this differentiation into customer value substantiated by customers’ willingness to pay a premium
  • Prioritise resources and activities to enable effective strategy execution and demonstrable growth within existing customer accounts through acquiring new vessels/ assets and upselling/ cross selling
  • With support from Sales Operations Executive, develops and regularly update monthly detailed customer events, opportunities & vulnerabilities for the area business review which drives the LBM (Lubricants Business management) forecast generation
  • Spend at least 60% of time in front of customers 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
  • Build a robust plan to underpin each customer volume/ turnover delivery and identifies areas to exploit further organic growth
  • Lead virtual customer account teams to meet customer needs drawing support from Customer Operations, GBS, and Technical Services teams including a clear delegation of responsibilities

In this role we have the following requirements:
  • Degree is preferred in e.g. engineering, MBA, finance, marketing or similar
  • 5+ years sales experience in energy industry, offshore or marine field
  • Fluency in English and Norwegian
  • Understanding of shipping, oil & gas market and global dynamics, trends, regulatory environment is preferred
  • Any experience in marine industry is highly appreciated
  • B2B sales management experience with a track record of delivery of sales targets and performance
  • Ability to develop, maintain and build new relationships with customers
  • Ability to present persuasive offers to senior level management
  • Leverage 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 leveraging 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


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