Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Role Summary

Reporting to the NSM – Mining, CVO, Industrial. The B2B Business Development Manager is responsible for driving sustainable revenue and margin growth across the Mining, Industrial, Commercial Vehicle and Heavy-Duty OEM Genuine oil segments by developing strategic customer relationships, expanding existing key accounts, and acquiring new customers.

The role plays a critical part in delivering the B2B growth strategy through effective key account management, new business development, and leadership of major tenders and value based offers

What you will deliver

Business Growth & Commercial Delivery

• Deliver revenue and margin growth across assigned B2B segments in line with business targets.
• Drive new customer acquisition through structured prospecting, opportunity development and pipeline management.
• Grow, protect and retain strategic and large key accounts, ensuring long term profitability and customer loyalty.
• Lead and achieve targeted tender win rates through leadership of complex tenders and competitive commercial offers.
• Own and lead the annual Key Account Planning process, ensuring alignment with business strategy, customer expectations, partner agreements, and HSSE and ethical standards.

Offer Development & Value Creation

• Lead and sponsor the development of differentiated customer value propositions, including refinement of existing offers and identification of future needs.
• Identify and develop innovative, customer recognized value opportunities by applying technical and commercial insight.
• Collaborate closely with internal collaborators, Finance, Marketing, Supply, Technical, Technology, Operations and other team to ensure effective delivery and continuous improvement of offers.
• Share knowledge, lessons and successful value propositions across the business to enable replication and consistency.

Sales Execution, Forecasting & Governance

• Execute agreed prospecting and acquisition strategies, including prioritization of time and resources.
• Forecast monthly volumes and performance as part of the S&OP process, incorporating base volumes, incremental growth, new products, and gain/loss analysis.
• Monitor in month performance and proactively identify risks and growth opportunities.
• Ensure compliance with HSSE, Product Quality, Brand and Ethical standards across all customer activities.
• Maintain disciplined use of Salesforce and digital sales tools (e.g. Power BI, Tableau, Castrol Insights) to lead accounts, opportunities and performance.

What you will need to be successful

• Proven experience in B2B business development and/or key account management within Mining, Industrial, Commercial Vehicle or Heavy-Duty OEM Genuine oil environments.
• Demonstrated success leading large, strategic customers and complex stakeholder groups.
• Experience leading tenders, negotiations and value based commercial offers.
• Strong cross functional project management experience in matrixed organizations.
• Exposure to technical products, services or solutions in industrial or asset intensive industries.
• Bachelor’s degree or equivalent experience in relevant field of study

Skills & Competencies

Commercial & Strategic

• Strong commercial acuity with the ability to develop and implement strategic and tactical business plans.
• Ability to identify, quantify and articulate customer value.
• Solid understanding of contracts, pricing structures and deal negotiation.

Relationship & Influence

• Excellent relationship building skills with senior customer, OEM and internal stakeholders.
• Confident communicator, able to influence at operational and executive levels.
• Ability to gain alignment across engineering, maintenance, procurement and finance functions.

Technical & Market

• Strong understanding of lubricants, lubrication, maintenance practices or solutions.
• Knowledge of customer segmentation, channel management and value chain economics.
• Ability to translate insight into outcomes.

Ways of Working

• Highly organized, self motivated and able to operate with autonomy.
• Agile problem solver with the ability to adapt to changing market conditions.
• Collaborative and outcome focused, with strong digital and CRM discipline.

At bp, we provide the following environment and benefits to you:

• A company culture where we respect our diverse and unified teams, where we are proud of our achievements and where fun and the attitude of giving back to our environment are highly valued
• Possibility to join our social communities and networks
• Learning opportunities and other development opportunities to craft your career path
• Life and health insurance, medical care package and many other benefits!

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform crucial job functions, and receive other benefits and privileges of employment.

Don’t hesitate to get in touch with us to request any accommodation!

Travel Requirement

Negligible 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 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.