Channel Support Specialist - B2B

Job Family Group:

Business Support Group

Job Description:

Job Purpose     

Support Channel Sales Managers (B2B) to proactively explore channel/customer business opportunities across OEM, FWS, CVO, and Industry segments to increase sales, strengthen brand presence at the point of sale, reduce operational costs, and optimize working capital — in alignment with channel/customer strategy. The role focuses on trade marketing planning and execution to drive growth and competitive advantage in B2B channels.

Key Accountabilities    

Strategy Alignment

• Seek to understand channel/customers' needs across OEM, FWS, CVO, and INDUSTRY segments and translate them into strategic trade marketing actions.

• Identify and implement solutions to optimize operations costs and working capital.

• Support Sales Managers in identifying new business opportunities and customer acquisition.

• Develop and execute trade marketing plans including promotions, incentive programs, and point-of-sale activations tailored to each B2B segment.

• Conduct or initiate research to understand customer behavior and competitive landscape where necessary.

Performance Management

• Analyze channel/customer performance including volume, turnover, gross margin, and service levels.

• Identify root causes, develop action plans, and highlight performance insights to the CSM and broader commercial team.

• Facilitate performance tracking for trade and marketing program execution.

• Leverage financial, trade loan, ROI, and customer/product master data to assess and improve profitability.

• Monitor and evaluate trade marketing ROI and recommend optimization actions.

Project Management

• Lead or support strategic trade marketing initiatives by developing project proposals, obtaining budgets, and aligning stakeholders.

• Act as a key facilitator to drive project execution across internal and external partners (distributors, workshops, OEM partners).

• Ensure solution development and delivery are aligned with customer/channel plans.

Knowledge & Capability Development

• Identify internal and external capability gaps and coordinate with the capability team to address them.

• Build and maintain a central repository of trade marketing materials, program guidelines, and performance metrics.

• Drive communication strategies and ensure tactical deployment across teams and channel partners.

OMS Responsibilities

• Leadership – Planning & Controls: Support risk identification and performance improvement planning.

• Organization – People & Competence: Develop team capabilities impacting operational performance.

• Performance Review: Analyze data and provide performance recommendations to ensure target delivery.

Key Challenges

• Balancing commercial agility with trade marketing effectiveness to drive profitability and customer satisfaction across diverse B2B segments (OEM/FWS/CVO/Industry).

• Ensuring cross-functional alignment and consistent execution of channel/customer strategies.

Education

• Bachelor's degree in Business, Marketing, Management, Engineering or related fields.

Experience

• Minimum 8–10 years of relevant experience, including:

• At least 3 years in sales, business development, or customer/channel management.

• At least 3 years in trade marketing, channel marketing, or B2B marketing.

• Proven experience in commercial performance analysis and project leadership.

• Project Management experience is an advantage.

Skills & Competencies

Safety: Follow the requirements specified in OMS, and contribute to the delivery of safe, compliant, and reliable operations.

Respect: Create an inclusive and diverse workplace where everyone is treated with respect and dignity.

Excellence: Pursue systematic management through standardization and clarification.

Courage: Always aim to do the right thing based on BP's rules and standards, and respond to challenges with resilience and reason.

One Team: Lay the foundations for the future by helping people develop their capabilities.

Commercial Skills:

• Customer Profitability & Value Chain Understanding – Masterly

• Customer Segmentation & Channel Management – Masterly

• Sector, Market, Customer & Competitor Understanding – Masterly

• LBM Performance Planning & Sales Management – Masterly

• Trade Marketing Strategy & Execution – Masterly

Technical Skills:

• Proficiency in Excel, PowerPoint, Data Analysis, Power BI,  AI Augmentation

• Trade promotion planning and ROI analysis

• Market and competitive analysis

Soft Skills:

• Strong communication and stakeholder management

• Inclusive mindset, resilience, and agility to lead cross-functional projects

• Fluent in English (spoken & written), flexible to travel as required.

At bp, we provide the following environment and benefits to you:

• A company culture where we respect our diverse and unified teams, where we are proud of our achievements and where fun and the demeanor of giving back to our environment are highly valued

• Possibility to join our social communities and networks

• Learning opportunities and other development opportunities to craft your career path

• Life and health insurance, medical care package

• And many other benefits.

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, 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, perform crucial job functions, and receive other benefits and privileges of employment.

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:

Agility core practices, Agility core practices, Analytical Thinking, Business process improvement, Business Strategies, Channel Management, Commercial Acumen, Communication, Conflict Management, Creativity and Innovation, Customer centric thinking, Customer enquiries, Customer experience, Customer Relationship Management (CRM), Customer Relationships, Customer Segmentation, Customer Service Design, Customer Value Proposition, Digital Fluency, Managing Sales Teams, market, Marketing, Market Share, Offer and product knowledge, Relationship Management {+ 7 more}

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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.