Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
About Castrol India
Castrol India, a key player in the global lubricant industry, operates under the bp Group, a major global energy company. Publicly listed in India, Castrol excels in automotive, industrial, and marine lubricants, with a century of market leadership. Our robust presence includes three blending plants, 330 distributors, and 100,000+ retail outlets.
We cultivate limitless success, offering employees a dynamic learning environment and opportunities. Here, you can develop your expertise or pursue a general management track. Be part of our legacy of cultivating top talent for leadership roles with the bp group, both in India and worldwide.
We are currently looking for Strategic Accounts Manager- Fleets. More details below:
Visit www.castrol.co.in for more.
Accountability
- This position is responsible for the new business development and acquisition of the strategic Fleets accounts in HD business with the aim of improving contribution to the overall HD business.
- Lead the strategic agenda for identified prospects while ensuring focus on HSSE, Ethics and managing operational risk.
- Accountable for business development goals (i.e. achievement of the volume, value, GM, cost and collections) in Strategic accounts.
- Establish relationship across levels with various stake holders in strategic Accounts.
- Lead the development and practice of the best-in-class Key account Management practices by continuously benchmarking our policies and processes with the industry.
- Identify and create Value delivery plan for each strategic account to create advocacy for Castrol and develop long term business relationship for sustainable business growth.
- Execution of Value delivery / Offer delivery thru team of Key Account Manager and Technical Sales Manager in order to increase share of wallet and improve product mix
- Build long term account plan (3years) for each account and ensure delivery of the same.
- Continuously monitor product portfolio and address portfolio gaps by engaging marketing and technical services team..
- To develop compelling techno commercial offers based on gainful “customer insights” which results in a Win- Win deal.
- Engage and Influence internal stake holders (in marketing, RTM, GSC, demand planning, operations and credit team) to deliver PBE to strategic accounts and be voice of customer in various internal forums
- Support and guide the regional sales team in customer management, operations and business results for strategic accounts.
- Lead business from all the sites of strategic accounts across the country through the regional sales team while maintaining the relationship at the clients HO.
- Long term planning and delivery needed considering the complexity of the converting new identified strategic customers.
Some key challenges of the role:
• Business environment – delivery of business goals in a very competitive & cyclic market environment which is dependent on various macro and Micro economic and political factors.
• Operating in a business environment with limited OEM approvals from Construction equipment Manufacturers.
• Operating in a business environment with high gestation period for credit recovery.
• Practice advanced Value Selling techniques to maximise value for both customers and the company.
• Develop elite partnerships and relationships with large customers.
• Continuously invest in own capability development in an environment of rapid change.
• Ensuring execution excellence in the marketplace
• Ensuring a balanced delivery of business objectives and customer advocacy
Experience and Education
An Engineering Graduate with minimum 8-10 years of experience in B2B/OEM sales/Industrial sales. Experience in off road segment ( Heavy Duty) will be added advantage.
Competencies & Skills:
• Strong Experience of customer management
• Sound business acumen for competition knowledge
• Sound Influencing without authority skills
• Strong verbal and written communication skills.
• Strong presentation and persuasion skills
• Sound experience of development and execution of marketing offers
Travel Requirement
Up to 25% travel should be expected with this role
Relocation Assistance:
This role is eligible for relocation within country
Remote Type:
This position is not available for remote working
Skills:
Commercial Acumen, Commercial performance, Consultative selling skills, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Listening, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Sector, market, customer and competitor understanding
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.
