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Key Account Manager - Chain Store

Key Account Manager - Chain Store

  • Location CN: Shanghai Office
  • Travel required Up to 75% 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 RQ077110
  • Experience level Senior
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Job summary

Entity:

Customers & Products


Job Family Group:

Sales Group


Job Description:

Job Purpose

  • This role will lead to formulate and implement our 3-year (and longer) growth strategy in defined major chain store accounts
  • The position takes a key role in Castrol new retail organization to drive sustainable growth agenda, in the meantime, to build long term strategic partnership with those major chain stores.

Key Accountabilities:

  • Develop 3-year chain store strategy and define the growth roadmap to 2025 onwards with calculated risk management
  • 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
  • Monitor competitor activity in marketplace account and recommend actions required to grow or defend business.  
  • Handle monthly sales forecast 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 supervise 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 key account management
  • Adopt and apply the Castrol mentality 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. 
  • Work with cross-functional team to develop fit-for-purpose offer to meet chain store customer’s constantly evolving requirements. Lead the team to implement the offer to improve the values.

Requirements:

Education

  • Bachelor or equivalent experience is the minimum requirement, master might be a plus and not vital 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 critical metrics
  • Strong financial management experience relative to the profitable execution of sales
  • Experience of managing team, and working with different business units, different functional team in a big organization
  • Working knowledge of distributor RTM
  • Fully proficient working with digital sales platforms such as Customer Management Systems and Microsoft office

Skills & Competencies

  • Strategic thinking to maximize long-term value to bp
  • Maturity with significant business and social insight - In depth understanding of business context as well as aftermarket, chain store channel trend.
  • Excellent ability to develop and manage 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.
  • Managing 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 75% travel should be expected with this role


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, 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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