Job Family Group:
Sales Group
Job Description:
Job Purpose
Responsible for supporting the team to maximise profitability and sales opportunities by managing and developing business relationships for sales direct/B2B, building on existing relationships and creating new business opportunities.
The AM is supported by a strong cross-functional customer accounts team, digital tools & platforms allowing the AM to focus on customer facing activities.
Key Accountabilities
Supports a profitable portfolio of existing accounts, championing Castrol’s Value Selling principles and the SmartGains framework to develop existing relationships with customers and deliver profitable growth via new customer acquisitions
Participates in the development of B2B business strategy, and regularly reviews the direct sales risk pipeline to maximise team profitability, assisting the team to maximise their effective time in attracting and retaining business
Conducts sales activities such as volume and margin analysis, supporting tender activity, resolving customer operational issues and monitoring pricing performance integrity to enhance customer perception of value
Drives new offers, building a deep understanding of the market, and actively supports prospecting activities, developing a pipeline of opportunities through more detailed customer analysis
Supports the implementation of the GME in-year programmes and priorities
Clearly articulates product and services offers in a way that demonstrates distinctiveness and can translate this differentiation into customer value substantiated by customers’ willingness to pay a premium
Prioritises resources and activities to enable effective strategy execution and demonstrable growth within existing customer accounts through acquiring new vessels/ assets and upselling/ cross selling
Develops and regularly updates monthly detailed customer events, opportunities & vulnerabilities for the area business review which drives the LBM (Lubricants Business management) forecast generation
Spends at least 60% of time in front of customers and is able to navigate conversations across a diverse contact map at all levels and through all functions of the customer to build strong relationships that build trust, generate powerful insights and enable business growth
Builds a robust plan to underpin each customer volume/ turnover delivery and identifies areas to exploit further organic growth
Leads virtual customer account teams to meet customer needs drawing support from Customer Operations, GBS, and Technical Services teams including a clear delegation of responsibilities
Summary Decision Rights
Customer level pricing decisions within DOA
Accountable for the financial performance delivery; volume, turnover, debtors
Job Holder Requirements
(Minimum education, experience & capabilities)
Education
Minimum Graduate or tertiary business qualification with equivalent experience
Experience
Understanding of shipping, oil & gas market and global dynamics, trends, regulatory environment desirable
B2B sales management experience with a track record of delivery of sales targets and performance
Skills & Competencies
Ability to develop, maintain and build new relationships with customers, OEMs and Industry bodies.
Ability to present persuasive offers to senior level management within the customer’s business
Leverages resources and own networks to achieve goals and objectives
Ability to work across functions and gain support for the businesses in the channel
Comfortable with leveraging digital tools and applications to support the selling process and enhancing customer experience.
Ability to develop and implement strategic and tactical business plans to meet and set challenging personal and team targets, schedules and deadlines through constructive prioritisation and time management
Travel Requirement:
Negligible travel should be expected with this role
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, Business Acumen, Channel marketing activation, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Listening, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Proposition development, Prospecting and pipeline management, Sales forecasting/demand planning, Sector
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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.
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Disclaimer
This is a high-level summary only of terms and current discretionary benefits applicable to certain roles. Some rewards, benefits and policies are at managers’ discretion and vary depending on where you work within the business. All terms subject to contract and all discretionary benefits subject to policy and eligibility.
