Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Our purpose is to deliver energy to the world, today and tomorrow. For over 100 years, bp has focused on discovering, developing, and producing oil and gas in the nations where we operate. We are one of the few companies globally that can provide governments and customers with an integrated energy offering. Delivering our strategy sustainably is fundamental to achieving our ambition to be a net zero company by 2050 or sooner.

About the role:

This role manages and develops OEM/Account relationships in the relevant geographies, delivering sustainable, long-term value from the lubricants' category. The role is responsible for the management of specific OEM/Accounts at regional headquarter level (Europe) and plays a pivotal role in activating the global agreements and supporting their delivery in these geographies.

Beyond the specific OEM regional accountability in Europe (Volvo Cars) this role will also be the European business development tag – focusing on the potential expansion of our European automotive portfolio beyond the existing heritage accounts (Volvo, Ford, JLR, Renault, VW, Audi).

What you will deliver:

• Develop long term objectives aligned with the OEM/Account our Lubricants Growth Strategy.

• Activate key account plans to deliver these objectives, both centrally and via the countries focusing on HSSEQ and ethical compliance.

• Identify critical customer needs and develop value propositions to meet them.

• Stakeholder and relationship management across all functions both internally and within the customer network.

• With support from other relevant internal partners/functions, lead the successful renewal of the OEM contracts in the geography.

• Set annual sales objectives and monitor performance across E&A and make interventions as necessary to deliver the required results in accordance with the agreed FMs.

• Provide coaching, mentoring support and leadership to National KAMs/other stakeholders in country to ensure the successful execution of the key account plans. This will include joint customer and NSC visits.

• Act as a single point of escalation to resolve complex customer issues which cannot be effectively managed in country/by other impacted functions.

• Manage all aftermarket business with OEM/Account (e.g. genuine oil) – supporting commercial negotiations, price setting and portfolio negotiations within the markets.

• Mapping the existing European landscape of automotive accounts outside of current Castrol GAM portfolio and developing a pipeline to identify new portfolio opportunities.

• Manage the BD plan/pipeline and priority list, develop initial contact map and engagement opportunities new potential OEM partners in the region.

What you will need to be successful:

• University degree or equivalent experience.

• Extensive experience in a senior key account management role.

• Managing large and complex negotiations.

• Deep understanding of the automotive sector and aftermarket dynamics.

• Effectiveness in planning approaches, tactics and offers for individual customers to increase account penetration with the goal of maintaining status as the preferred brand/supplier.

• Ability to build and maintains positive customer relationships to retain customer, manage customer satisfaction and increased revenue generation.

• Lubricants experience is desirable.

• Leading high performing sales teams experience is desirable.

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 are committed to crafting an inclusive 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.

Reinvent your career as you help our business meet the challenges of the future. Apply now!

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 Analysis, Commercial Acumen, Consultative selling skills, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Perspective, Internal alignment, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, market, customer and competitor understanding, 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.