Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

As a leading global energy company, we provide heat, light and mobility to customers worldwide. Across the bp landscape, we’re home to a range of brands across many areas of our industry. We’re investing in today’s energy system and helping build out tomorrow’s. So while we’re still in oil and gas, over the next decade we’ll become a different kind of energy company. We’re decarbonizing and diversifying our business, fundamentally transforming what we do so we can reach net zero by 2050 or sooner. We also have a strong mission to help the whole world reach net zero too – working across our industry to improve people’s lives.

Currently an exciting new job opportunity has arisen for an Energy Account Manager to join us in Oslo, Norway or Aberdeen, UK.

In this role you will be 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. You will report to Global Energy Sales Manager.

Key Accountabilities:

• Support a profitable portfolio of existing accounts, championing Castrol’s SmartGains framework to develop existing relationships with customers and deliver profitable growth via new customer acquisitions.

• Participate in the development of B2B business strategy, and regularly review the direct sales risk pipeline to maximise team profitability, assisting the team to maximise their effective time in attracting and retaining business.

• Conduct 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.

• Drive new offers, building a deep understanding of the market, and actively support prospecting activities, developing a pipeline of opportunities through more detailed customer analysis.

• Support the implementation of the GME in-year programmes and priorities.

• Support Credit Control team to minimise invoice overdue at month-, quarter- and year-end by actively engage with customers to drive on-time payment when needed.

• Clearly articulate 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.

• Obtain basic understanding of environmental regulation (OSPAR) and its impact on Castrol subsea products and subsequently its impact on customers’ operations.

• Gain good understanding of subsea fluid development process at Castrol in order to effectively communicate progress or setbacks to customers who are following the development closely and who have a vested interest in the success of the product development.

• Prioritise resources and activities to enable effective strategy execution and demonstrable growth within existing customer accounts through acquiring assets and upselling/ cross selling.

• Acquire thorough understanding of subsea control fluid chemical composition, fluid performance and differentiating factors vs competitor products.

• Develop and regularly update monthly detailed customer events, opportunities & vulnerabilities for the area business review which drives forecast generation in SFO (Salesforce Optimizer).

• Spend at least 40% of time in front of customers and be 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.

• Build a robust plan to underpin each customer volume/turnover delivery and identify areas to exploit further organic growth.

• Lead contract negotiations with customers by clearly articulating Castrol’s position towards customer in key areas.

Essential Experience & Job Requirements:

• Minimum Graduate or tertiary business qualification with equivalent experience.

• 5+ years of B2B sales management experience with a track record of delivery of sales targets and performance.

• Understanding of oil & gas market and global dynamics, trends, regulatory environment is highly desirable.

• Proficiency in English is essential. Proficiency in Norwegian would be an asset.

• Strong relationship building & influencing skills.

• Ability to present persuasive offers to senior level management within the customer’s business.

• Ability to work across functions and gain support for the businesses in the channel.

• Comfortable with using 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

• Ability to navigate SAP.

At bp, we support our people to learn and grow in a diverse and ambitious 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.

Travel Requirement

Up to 25% 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, 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.