Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

bp is reimagining energy for people and our planet.

We provide heat, light and mobility to customers worldwide. We’re 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.

It’s crucial to us that the differences we see in the world around us are reflected in our workplace. Who you are is what counts, not where you’re from or how you live your life. A culture that values everyone benefits all of us. That’s why, to help our people thrive, we nurture a truly diverse and inclusive environment

The Fleet Solutions Sales Manager role is a part of the Mobility & Convenience business in Poland and focuses on selling fuel and mobility services to B2B fleet cards customers to enable them effectively running their business nationally and internationally regardless of size.

The Fleet Solutions Sales Manager has strategic and commercial accountability for realizing sales and gross margin targets across all routes to market in Poland, which includes managing direct sales team, inside sales agency, 3rd party fuel card providers and cross-acceptance partners. A key focus of the role is improving fuel sales and gross margin as well as driving fleet country strategy. This is achieved mainly through driving customer acquisition, building strong customer relationships and loyalty to improve business potential and prevent churn, as well as growing business with external partners.

Strong people leadership and partner management is central to the role. The Head of Fuel sales is leading Fleet sales team, while closely collaborating with Marketing, Credit, Customer Service and Fleet Centre of Excellence teams to ensure aligned objectives and drive development of winning and integrated value proposition for B2B customers. The person in this role is driving culture of performance management and outstanding commercial execution across the organization. The role also involves building and maintaining strong relationships with external partners, including Fleet customers, 3rd party card providers, cross-acceptance partners and resellers, ensuring collaboration and driving commercial value.

Key Accountabilities

1. HSSE & Compliance

• Ensure full compliance with Legal requirements as well as Group HSSE standards and build staff competency with regards to that aspect.

• Lead development of a strong safety culture, especially focusing on personal safety, safety on the road and cyber-security, by promoting safe behaviors, enhancing staff competency, and embedding safety leadership.

2. Commercial Performance & Financial Delivery

• Delivery of sales and gross margin targets through all fleet routes to market in Poland, which includes leading direct sales team, inside sales agency, 3rd party fuel card providers and cross-acceptance partners.

• Commercial accountability for portfolio of B2B fuel card customers in Poland, which includes national and international transportation companies, large corporate fleet management clients as well as small and medium sized enterprises.

• Ensure customer ownership and delivery along the whole customer lifecycle from acquisition and onboarding to building loyalty, improving share of wallet, churn prevention and win back.

• Set clear commercial targets at all levels, supervise performance and drive structured and prioritized interventions to ensure the overall growth agenda is achieved.

• Work closely with Credit team to minimize overdue payments and bad debt losses.

3. Strategy Development & Execution

• Accountability for development and execution of the fleet market level strategy for key customer segments and delivery of financial results.

• Support the development and execution of the integrated strategy for Mobility & Convenience Poland, especially focusing on fuel cards sales and gross margin growth.

• Work closely with fleet centres of excellence on strategic offer development with regards to fuel cards, mobility services and digital fleet solutions.

4. Customer Relationship and Partner Management

• Build and maintain strong relationships with senior management of existing as well as potential customers to improve business potential.

• Support Account Managers in negotiations providing senior level engagement.

• Ensure aligned objectives and effectively engage with internal interested parties such as Marketing, Credit, Customer Service and Fleet Centre of Excellence teams to support execution of fleet strategy in Poland and delivery of sales as well as gross margin targets.

• Attend industry conference, exhibitions and organize customer events in close cooperation with fleet marketing team.

5. People Leadership & Capability Development

• Provide strategic leadership to the Fleet sales team, ensuring the right capabilities are in place to deliver business objectives.

• Coach, develop and motivate team members, fostering a high-performance culture and owning people management processes.

• Support organizational capability enhancement and talent development across the organization.

Summary Decision Rights

This role will report to the Head of Fuel Sales M&C Poland and will play a key role in the overall fuel volume and gross margin delivery as well as market strategy execution.

Job Holder Requirements

Education

Bachelor’s or Master’s degree level education
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Experience

Minimum 5 years of experience in leading B2B sales organization. Knowledge and experience in Polish fuel market and fuel cards business. Experience in maintaining relationship with internal as well as external senior partners. Sound financial, compliance & legislation knowledge.

Skills & Competencies

• Exceptionally strong commercial performance management abilities.

• Strong leadership and influencing skills to manage, motivate and develop a sales team

• Strong partner management, forming relationships and trust both internally as well as externally.

• Ability to understand market context, dynamics, competition insight and portfolio performance to undertake structured and prioritize actions.

• Readiness to go outside of comfort zone and ability to challenge established ways of doing things, within the limits of safe, reliable and compliant operations.

• Communicating with impact in Polish and English language (verbal and written) at all levels.

Why Join our team?

At bp, we provide an excellent working environment and employee benefits such as an open and inclusive culture, a great work-life balance, tremendous learning and development opportunities to craft your career path, life and health insurance, medical care package and many others.

We support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. We function as committed to crafting an diverse environment in which everyone is respected and treated fairly.

There are many aspects of our employees’ lives that are significant, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, collaboration spaces in a modern office environment, and others benefits.

Reshape your career as you help our business meet the challenges of the future.

Travel Requirement

Up to 50% travel should be expected with this role

Relocation Assistance:

Relocation may be negotiable for this role

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.