Marine Account Manager

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Job Purpose:

• Responsible for supporting the team to maximise profitability and sales opportunities by managing and developing business relationships for sales direct/B2B, building on existing relationships and creating new business opportunities.
• The AM is supported by a strong cross-functional customer accounts team, digital tools & platforms allowing the AM to focus on customer facing activities.

Key Accountabilities:

• Supports a profitable portfolio of existing accounts, championing Castrol’s Value Selling principles and the SmartGains framework to develop existing relationships with customers and deliver profitable growth via new customer acquisitions
• Participates in the development of B2B business strategy, and regularly reviews the direct sales risk pipeline to maximise team profitability, assisting the team to maximise their effective time in attracting and retaining business
• Conducts sales activities such as volume and margin analysis, supporting tender activity, resolving customer operational issues and monitoring pricing performance integrity to enhance customer perception of value
• Drives new offers, building a deep understanding of the market, and actively supports prospecting activities, developing a pipeline of opportunities through more detailed customer analysis
• Supports the implementation of the GME in-year programmes and priorities
• Clearly articulates product and services offers in a way that demonstrates distinctiveness and can translate this differentiation into customer value substantiated by customers’ willingness to pay a premium
• Prioritises resources and activities to enable effective strategy execution and demonstrable growth within existing customer accounts through acquiring new vessels/ assets and upselling/ cross selling
• Develops and regularly updates monthly detailed customer events, opportunities & vulnerabilities for the area business review which drives the LBM (Lubricants Business management) forecast generation
• Spends at least 60% of time in front of customers and is able to navigate conversations across a diverse contact map at all levels and through all functions of the customer to build strong relationships that build trust, generate powerful insights and enable business growth
• Builds a robust plan to underpin each customer volume/ turnover delivery and identifies areas to exploit further organic growth
• Leads virtual customer account teams to meet customer needs drawing support from Customer Operations, GBS, and Technical Services teams including a clear delegation of responsibilities

Key Requirements:

• Minimum Graduate or tertiary business qualification with equivalent experience

• Understanding of shipping, oil & gas market and global dynamics, trends, regulatory environment desirable
• Proficient in Mandarin & English
• B2B sales management experience with a track record of delivery of sales targets and performance
• Ability to develop, maintain and build new relationships with customers, OEMs and Industry bodies.
• Ability to present persuasive offers to senior level management within the customer’s business
• Leverages resources and own networks to achieve goals and objectives
• Ability to work across functions and gain support for the businesses in the channel
• Comfortable with leveraging digital tools and applications to support the selling process and enhancing customer experience.
• Ability to develop and implement strategic and tactical business plans to meet and set challenging personal and team targets, schedules and deadlines through constructive prioritisation and time management

At bp, we support our people to learn and grow in a diverse and challenging 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

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 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 .

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.