Key Account Manager

Job summary

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

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 short and long-term 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 Key Account 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 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 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 territory management including the use of Salesforce, Power BI, Lightning etc
• 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.

Requirements:

Bachelor’s degree or equivalent experience in relevant field of study

Minimum of 10 years of sales, sales management and/or marketing experience selling products through a distributor network or direct sell.

3-4 years of previous trade marketing experience is strongly preferred.

Validated cross functional project management experience and working within multi layers of an organization.

Validated experience in the execution of marketing programs and offers.

Solid understanding of lubricants business preferred.

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

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 an accessibility need may request an adjustment/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 adjustment/accommodation related to the recruitment process, please contact us.

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.