Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Job Purpose

The Industrial Sales Specialist is responsible for the sales and relationship management with selected distributors and / or key account customers. The role is accountable for driving growth with key customers measured through Sales Volume, Turnover and Cash delivered.

This role implements the account strategy to achieve medium / short term business objectives.

Key Accountabilities

Accountable for financial delivery – Volume, Turnover and Cash results from the assigned Key accounts

Construct and understand the overall KA contact map; build positive relationship with senior management team through various event, meeting, and work shops

Build and maintain a strong pipeline of accounts to deliver volume, NTO & new customer acquisition objectives. Use CRM to detail customer activities’

Cooperate with regional sales and function team to deliver and modify the value proposition developed for the Distributor or KAs (product, application, service, strategy alliance, co-development, and senior strategy partnership), and ultimately bring balanced and profitable growth to Castrol Industrial

Set growth target for each key account and highlight resource plan for the execution; develop and keep strategic account plan up to date

Develop turning point for each growth project with clear growth target; Project lead these achievements with high efficiency by applying project management principles and engaging different stakeholders

Connect with both external and internal stakeholders on progress, barriers, and resource concerns; be resourceful to leverage resources to tackle problems so as to move the project forward

Keep informed about the industry trend, customer insight, and technology developments; communicate these findings accurately through different channel so to improve the total offer for the key accounts and secure internal resources (include but not limited to new product development and total offer improvement)

Work closely with peers and Global Key account managers to delver specific agreed KPIs.

Ensure all the business activities conform to BP’s code of conduct, country legislative requirements as well as BP strict Health, Safety and Environment policies.

Summary Decision Rights

This role has only national scope, but needs to engage with multiple stakeholders across the globe frequently.

Job Holder Requirements

Education

Minimum Graduate in Engineering with business degree preferred

Experience

Extensive years of experience in Sales / Marketing including exposure to Industrial product sales.

Experience in being an excellent partner in large accounts – National / Transnational.

Skills & Proficiencies

• Fluent in French and English.
• Account strategy & business planning.
• Negotiating Value.
• Internal functional navigation in the service of customer.
• Customer relationship management.
• Consultative selling skills.
• Offer & Product knowledge – Expert

Preferable skills

• SAP knowledge.
• Proficient in Dutch.

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 fully remote

Skills:

Account strategy and business planning, Business Acumen, Channel marketing activation, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Listening, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Proposition development, Prospecting and pipeline management, Sales forecasting/demand planning, Sector

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.