Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
Job Purpose
This role will lead to formulate and implement our 3-year (and longer) growth strategy in defined major chain store accounts
The position takes a key role in Castrol new retail organization to drive sustainable growth agenda, in the meantime, to build long term strategic partnership with those major chain stores.
Key Accountabilities:
Develop 3-year chain store strategy and define the growth roadmap to 2025 onwards with calculated risk management
Drives the execution of channel strategy through translation into long- and short-term operational sales plans, allocation of resources and oversight of business processes to drive sustainable long-term value creation
Monitor competitor activity in marketplace account and recommend actions required to grow or defend business.
Manage monthly sales forecast 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 key account management
Adopt and apply 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.
Work with cross-functional team to develop fit-for-purpose offer to meet chain store customer’s fast changing requirements. Lead the team to implement the offer to enhance the values.
Requirements:
Education
Bachelor or equivalent experience, Master's degree would be a plus but not necessary for relative major preference.
Experience
10+ years of sales experience with strategic account management
Ability to conduct complex negotiations with strategic partners
External relationship management with key decision makers (normally CEO of the company) and performance manage against agreed upon critical metrics
Strong financial management experience relative to the profitable execution of sales
Experience of managing team, and working with different business units, different functional team in a big organization
Working knowledge of distributor RTM
Fully proficient working with digital sales platforms such as Customer Management Systems and Microsoft office
Why join us?
At bp, we support our people to learn and grow in a diverse and challenging environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly. There are many aspects of our employees’ lives that are meaningful, so we offer benefits to enable your work to fit with your life! These benefits can include flexible working options, paid parental leave policy among others!
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.
Travel Requirement
Up to 50% 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:
Commercial Acumen, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding, Territory 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.
