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Key Account Manager - PCO & MCO

Key Account Manager - PCO & MCO

  • Location VN: Ha Noi
  • Travel required Negligible 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 RQ072405
  • Experience level Intermediate
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Job summary


Customers & Products

Job Family Group:

Sales Group

Job Description:

About the opportunity

  • Complete annual channel sales audits and sales plans (including contingency plans)

  • Drive performance through monthly and quarterly reviews of sales, financial and people progress, monitoring versus plan.

  • Review the channel sales organization to reflect the 3-5-year sales plan, go to market findings, cost to serve elements, and capability management.

  • Ensures delivery of financial targets through managing regional deliverables and price interventions as defined by our competitive strategy (e.g. Winning market share and improve product mix)

  • Develops, agrees (both internally and externally) and implements a Joint Business Plan with the distributor/channel partner, taking in-year and longer-term views, providing permanent support in all areas of its contents including, sales performance, sales capability, customer offer deployment and HSSE and ethics and compliance, etc.

  • Influences, coaches, and motivates sales teams of distributor, targeting standardized execution of key account customers acquisition, customer offers and programmes. Makes available resources such as distributor academy, marketing collateral, digital tools and training to develop capability making distributor as self-sufficient as possible.

  • Develops insight from customers, market sectors, competitors to provide customer/ market intelligence to enable brand distinctiveness and feed offer pipeline

What we are looking for :

  • Minimum graduate or tertiary business qualification with equivalent experience

  • B2C/ Key Account sales management experience with a track record of delivery of sales targets and performance.

  • Strong people leadership experience

  • As least 10 years of experience in dealing with key accounts and large, complex customers; develop, maintain and build new relationships with customers

  • Experience in handling with multiple meaningful stakeholders both within and outside the organization

  • Leverages resources and own networks to achieve goals and objectives

  • Ability to develop and implement strategic and tactical business plans to meet and set challenging personal and team targets, schedules and deadlines through constructive prioritization and time management 

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

Negligible 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


Commercial Acumen, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding, Territory 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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