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Key Account Specialist

Key Account Specialist

  • Location China - Shaanxi - Xi'an
  • Travel required Yes - up to 50%
  • Job category Sales Group
  • Relocation available No
  • Job type Professionals
  • Job code 125495BR
  • Experience level Intermediate
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Job summary

Grade HResponsible for managing regional direct sales activities, delivering the strategic plan to meet the business' growth aspirations and supporting the development of sales direct/B2B strategies to maximise profitability and Business to Business (B2B) sales opportunities. The scope of the role will influence the grade – this can include financial accountability, geographical scope, leadership responsibilities and overall level of responsibility.

Key Accountabilities:

Accountable for financial delivery – Volume, Turnover and Cash results from the assigned Key accounts

Construct and understand the overall KA contact map; build strong relationship with senior management team through various event, meeting, and work shops

Build and maintain a strong pipeline of accounts to deliver volume, NTO & new customer acquisition objectives. Utilize CRM to document customer activities’

Interact with regional sales and function team to deliver and modify the value proposition designed for the KAs (include but not limited to product, application, service, strategy alliance, co-development, and senior strategy partnership), and ultimately bring sustainable and profitable growth to Castrol Industrial

Set growth target for each key account and highlight resource plan for the execution; develop and keep strategic account plan up to date

Design achievement for each growth project with clear growth target; Project manage these landmarks with high effectiveness by utilizing project management principles and engaging different partners

Connect with both external and internal partners on progress, barriers, and resource concerns; be resourceful to bring to bear resources to solve problems so as to move the project forward

Keep informed about the industry trend, customer insight, and technology developments; communicate these findings properly through different channel so to enhance the total offer for the key accounts and secure internal resources (include but not limited to new product development and total offer enhancement)

Work closely with peers and Global Key account managers to delver specific agreed KPIs

Ensure all the business activities conform to BP’s code of conduct, country legislative requirements as well as BP strict Health, Safety and Environment policies


  • Minimum Science / Engineering Graduate with business degree preferred
  • 10 + years of experience in Sales / Marketing including exposure to Industrial product sales.
  • 5 + years in managing relationships in large accounts – National / Transnational
  • Account strategy & business planning
  • Negotiating Value
  • Internal functional navigation in the service of customer

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, veteran status, or disability status. 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.

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