Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The role entails crafting, maintaining and developing the strategic relationship with global Chinese OEMs in international markets (outside China) by identifying and evaluating new business opportunities with the strategies across bp/Castrol businesses.

The main purpose is to drive growth by maintaining current areas of co-operation and delivering new sources of values for both bp/Castrol and the OEMs; considering both traditional automotive value pools as well as emerging ones through energy transition and digitally-led business models.

The role is accountable for developing a unique competitive advantage position that will enable bp/Castrol to capitalize on future growth opportunities with rapidly growing Chinese OEMs in the global markets.

Key Responsibilities

• Accountable for the development and management of the global strategic relationship with Chinese OEMs in international markets. Key responsibilities are developing and delivering account strategies, execution plans and performance targets by coordinating the global accounts network across bp/Castrol and building & maintaining outstanding relationships at senior and global level.

• Strategy and Plan: Understanding the specifics of the Chinese OEMs strategy and supporting the development of detailed response aligned with strategic goals. Developing the account strategy and plan to extract maximum sustainable value by providing great outcome for everyone offers and solutions; Deploying account plan with Account Leadership Team to ensure objectives and resources are aligned with their strategic direction and plan.

• Performance: Setting, monitoring and holding accountability for setting and delivery of financial targets for the account in line with the bp/Castrol strategy and completing the agreement(s) as needed. Ensuring the strategic teamwork is implemented.

• Account offer and deal making: Working with rest of Global Account Management, Regional Key Account Management, C&P businesses, functions and other entities in bp/Castrol, coordinating the development and implementation of offers across different work streams ensuring there is proper alignment with each Groups strategy; with respect to activities within Chinese OEMs. Negotiating new product launch offers and aftersales agreements for key geographies.

• Leadership: Lead the global account leadership team to maintain close client relationship, develop growth opportunities and deliver products and solutions, a champion of bp`s new purpose and ambition.

• Collaborate with Account Leadership team, including technology, bp businesses, offer development, digital; finance.

• Work with Regional Key Account Management teams in Castrol in key geographies, China, US, India, ASPAC, Europe, META as well as Global Industrial.

Essential Job Requirements

• Bachelor's Degree or equivalent experience required, MBA or related post graduate qualification or equivalent desirable.

• Extensive experience of developing and leading senior level relationships.

• Successful track-record of customer relationship development in diverse and exciting environments in sophisticated Key Account Management. Ability to develop a strategic, comprehensive global account strategy.

• Experience in lubricants, fuels or automotive engineering which has been used to build close and credible commercial relationships and offers.

• Experience and/or deep understanding of mobility trends, decarbonisation roadmaps, new digital business models and automotive & energy partnership models.

• Experience in leading teams with varied strengths.

• Mastery of critical thinking, influence and relationship.

• Deep understanding of global and regional aspects of automotive industry and mobility trends.

• Role model the bp Values and Behaviours.

Why join us?

At bp, 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 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! These benefits can include flexible working options, paid parental leave policy among others!

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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.