Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

As part of BP, Castrol Lubricants is widely acknowledged as the world's leading specialist provider of Lubricant solutions. Although best known for our expertise in developing lubricants for cars and bikes, we also produce lubricants that directly affect our daily lives in other, less noticeable ways such as in gas and electricity production, transport industries, mining construction and earth moving vehicles and not forgetting lubricants for the marine sector and for industry in general.

BP Lubricant Master Brands marketed in Australia include BP Lubricants, Castrol Lubricants, and Castrol Industrial High Performance sub brands Optigear, Molub-alloy and Tribol.

Purpose of the role

The Key Account Manager is responsible for the delivery of sales and contract management of a portfolio of key account customers in New South Wales. The role is accountable for driving growth measured through sales, financial, HSSE and operating performance. This role will also require the management of strong customer relationships, ensuring the retention of preferred supplier status for Lubricants. This role reports to the Regional Sales Manager – Mining & Industrial and we are looking for an energetic new team member, motivated to succeed in a competitive environment. This is a fantastic opportunity to drive incremental growth and performance within the Castrol’s Mining & Industrial business.

Key Accountabilities

• Develop and execute (both internally and externally) the annual Key Account plan for each Key Account in the area of responsibility ensuring these plans are aligned with the overall business strategy and any agreements with relevant strategic partners

• Deliver financial performance targets for the Key Accounts including Volume, GM and Debt Management.

• Manage Safety, Credit and contractual risk in accordance to Castrol compliance and policy requirements

• Execute prospecting strategy for key accounts, including data gathering, market knowledge, stakeholder and relationship management and tender/offer processes, which may include participation in processes across several territories and/or countries, as well as channels.

• Support the National Strategic Account Team in the delivery of contractual commitments made to National Mining & industrial customers at territory/state level.

• Develop a prospect pipeline of opportunities, share insight, market knowledge and experience using structured format within Salesforce/CRM tools.

• Support Channel Technical Specialists by sharing best practices, market and channel related insights and coach them to improve their capabilities.

• Experience with managing tenders and offer development would be highly advantageous

• Manage customer business reviews to communicate and prove value delivery and reinforce relationships.

• Improve and deliver customer experience in Key Accounts. Ensure delivery of our promises by seeking continuous improvement and efficiency in all operations making sure the voice of the customer is represented in every decision we make. Drive standardisation of our sales offers in line with our unique Customer Value Offer

Essential Skills and Experience

• More than 3 years B2B sales management experience preferably in the Mining / Industrial sector

• Lubricants and Technical Product knowledge will be advantageous

• Preferably located in Central NSW

• Demonstrated attributes which are aligned with Castrol’s Values & Behaviours

• Experience of dealing with multiple stakeholders both within and outside the organization is essential for success in this role

• Experience managing large and complex customers

• Track record of delivery of sales targets and performance

• Track record and confidence in representing the company externally and dealing with senior management of large multi-national customers

• Ability to develop and implement strategic and tactical business plans.

• Ability to be hands on and drive the business with direct responsibility

• Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations

• A pro-active and enthusiastic attitude to all tasks

What’s in it for you?

• Excellent work-life balance & flexible working arrangements

• Role comes with a company car and fuel card

• Generous salary package including sales incentive program

• Share options, and additional fuel discounts

• Up to 18 weeks paid parental leave/4 weeks paid partner leave

Please be aware that all bp ANZ employees must be Permanent Residents or Citizens of Australia or New Zealand based on the role location.

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, Identifying Sales Opportunities, Key Accounts, Offer and product knowledge, Sales Activities, Sales forecasting/demand planning, Sales Management, Sales Objectives, Sector, Strategic Selling

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.