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Group Sales Leader of e-Commerce

Group Sales Leader of e-Commerce

  • Location China - Pudong
  • Travel required Up to 50% travel should be expected with this role
  • Job category Sales Group
  • Relocation available This role is not eligible for relocation
  • Job type Professionals
  • Job code RQ081860
  • Experience level Senior
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Job summary


Customers & Products

Job Family Group:

Sales Group

Job Description:

Key Accountabilities

  • Lead to formulate and implement the long term growth strategy in E-commerce  channel as well as those associated offline chain stores.
  • Take a key role in Castrol  new retail organization to drive higher growth biz agenda in PCO after market sector.
  • Handle the overall relationship with major E-com customers, and liaise with bp other business to spark the one-team potential to explore the new collaboration area such as mobility, charging, low carbon initiative and etc.  
  • Lead, coach, and develop a team of Key Account Manager and Senior Account Manager to deliver growth agenda with systematic approach and efficient WoW.
  • Develop the total offer with products, services and other offers within and/or beyond lubricants with cross function team.
  • Lead the team to explore new business opportunity by working closely with digital marketing team building a strong footprint in PCO’s O2O eco-system Develop 3-year E-com strategy and define the growth roadmap to 2025 onwards with calculated risk management
  • Work with cross-functional team to develop fit-for-purpose offer to meet E-com customer’s fast changing requirements and implement the offer to improve the values.
  • Realize opportunity through data, effectively use customer-facing digital tools, and internal digital tools to lead the key account plan, sales planning, CRM. Proactively supply to how to simplify and optimize.
  • Build and develop the talent pipeline as part of New Retail sales leadership team.
  • Be responsible for customer P&L

Job Holder Requirements:


  • Bachelor or equivalent experience is the minimum requirement, master might be a plus and not necessary for relative major preference.


  • 10+ years of sales experience with strategic account management, working experience of running large e -com customers is highly preferred
  • Ability to conduct complex negotiations with strategic partners
  • External relationship management with key decision makers (normally CEO of the company) and performance run against agreed upon KPIs
  • Strong financial management experience relative to the profitable execution of sales
  • Experience of leading team, and working with different business units, different functional team in a big organization
  • Fully proficient working with digital sales platforms such as Customer Management Systems and Microsoft office

Skills & Competencies

  • Critical thinking to enhance long-term value to bp
  • Maturity with significant business and social insight - In depth understanding of business context as well as aftermarket
  • Excellent ability to develop and maintain relationships with customers and Industry bodies
  • Excellent influencing and communication skills - Abilities of dealing with and influencing multiple internal and external partners both within and outside the organization is essential for success in this role
  • Commercial-minded to engage and understand customer needs. Deep understanding of Customer-Value-Proposition. Agility to leverage resources networks to fast respond to customer needs to achieve goals and objectives.
  • Leading the complexity and handling the conflicts
  • Strong leadership, coaching, motivation skills with an ability to develop, empower and energize the team to enhance the performance
  • Digital proficiency

Why join us?

· At bp, we support our people to learn and grow in a diverse and challenging 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 to enable your work to fit with your life! These benefits can include flexible working options, paid parental leave policy 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.

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 not available for remote working


Account strategy and business planning, Agility core practices, Business Analysis, Commercial Acumen, Consultative selling skills, Customer Profitability, Customer Segmentation, Customer value proposition, Digital fluency, Global Perspective, Internal alignment, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, market, customer and competitor understanding, Stakeholder Management

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 disabilities may request a reasonable 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 accommodation related to the recruitment process, please contact us to request accommodations.

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.

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