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Key Account Manager

Key Account Manager

  • Location China - Central - Shanghai
  • Travel required 可协商
  • Job category Sales Group
  • Relocation available
  • Job type Professionals
  • Job code 138644BR
  • Experience level Senior
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Job summary

Responsible for developing and implementing the Account strategy to achieve the short/long term business objectives, managing the daily selling job and taking accountability for the top line KPIs and the implementation of major sales and marketing activities, whilst assisting in hiring, training and coaching to build up a highly motivated, capable and effective team to support sustainable growth. The scope of the role will influence the grade – this can include financial accountability, geographical scope, leadership responsibilities and overall level of responsibility.

Job Purpose

  • This role develops business and provides Key Account Management for one or more national or international OEMs in the PU.
  • The KAM is responsible for taking ownership of developing new business and leading the successful development and implementation of account(s) strategy and offer development as defined by the relevant OEM strategy.
  • In addition, the KAM is responsible for short and long-term profitable growth associated with the assigned accounts.
  • This position requires business development, key account management including sales skills to secure profitable partnerships covering product development, first fill and aftermarket sales.
Key Accountabilities:
  • Develop and implement strategic approach to assigned OEM's including objectives, fit with customer’s strategy and objectives, likelihood of success and financial results.
  • Develop, present and recommend individual account strategies and plans in region.
  • Deliver annual plans by achieving targets set for each account and total portfolio.
  • Develop strategic relationships with assigned OEM’s/Key Accounts.
  • Secure tactical business opportunities as appropriate and in line with region strategy.
  • Where required, ensure appropriate linkage to Global Accounts team and other downstream businesses.
  • Develop strong links into aftermarket sales teams both internal and external.
  • Supervise and lead assigned OEM/Key Account activity and performance in region.
  • Monitor competitor activity in marketplace account and recommend actions required to growth or defend business.
  • Forecast monthly for direct accounts as part of S&OP demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.
  • Accountable to monitor in-month performance of assigned accounts and to flag opportunities and vulnerabilities as part of the S&OP process.
  • Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
  • Ensure utilization of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights and TurfView.
  • Adopt and apply the Castrol mindset which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to adopt change and challenge the status quo
  • Bachelor’s degree in relevant field of study
  • Minimum of 10 years of sales, sales management and/or marketing experience selling products through a distributor network. 3-4 years of previous trade marketing experience is strongly preferred.
  • Proven cross functional project management experience and working within multilayers of an organization.
  • Proven experience in the execution of marketing programs.
  • Experience in the management of programs and offers.
  • Solid understanding of lubricants business preferred.
Skills & Competencies
  • Products & Services Knowledge
  • Customer Segmentation & Channel Management
  • Account Strategy & Planning
  • Customer Relationship Management
  • Market & Competitor Understanding,
  • Customer Profitability & Value Chain Understanding
  • Value Proposition, Measuring & Demonstrating Customer Value
  • Leading Understanding of Contracts & Contract Management
  • Term & Value Negotiations, Consulting & Selling Skills, Deal Closure

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