Job Family Group:
Sales Group
Job Description:
Job Purpose
- This role develops business and provides Key Account Management for one or more national or international OEMs in the PU. The KAM is responsible for taking ownership of developing new business and leading the successful development and implementation of account(s) strategy and offer development as defined by the relevant OEM strategy.
- In addition, the KAM is responsible for short and long-term profitable growth associated with the assigned accounts. This position requires business development, key account management, including sales skills to secure profitable partnerships covering product development, first fill and aftermarket sales.
Key Accountabilities
- Develop and execute 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 OEM/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.
- Monitor and manage assigned OEM/Key Account 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 monitor 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, Tableau, Castrol Insights and TurfView.
- Adopt and utilize 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 embrace change and challenge the status quo.
Job Holder Requirements
Education
- Bachelor’s degree in relevant field of study
Experience
- Minimum of 10 years of sales, sales management and/or marketing experience selling products through a distributor network. 3-4 years of previous trade marketing experience is strongly preferred. Proven cross functional project management experience and working within multilayers of an organization. Proven experience in the execution of marketing programs. Experience in the management of programs and offers. Working knowledge of lubricants business preferred.
Skills & Competencies
- Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Sector, Market & Competitor Understanding, Customer Profitability & Value Chain Understanding, Value Proposition, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Term & Value Negotiations, Consulting & Selling Skills, Deal Closure
- Having Japanese OEM sales experience would be a plus
Travel Requirement:
Some travel may be required with this role, this is negotiable
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 Acumen, Business Analysis, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Perspective, Internal alignment, market, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, 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.
