Job Description:

Job Purpose

• Responsible for leading & delivering OEM business plan as per RFQ winning or GAM strategy (FORD, Piaggio, SANY FF & GO)
• Responsible for preparing of RFQ/New bidding, opening and leading emerging account (esp. Chinese OEM) across category and other Car importer/dealers
• To achieve or exceed assigned sales and profitability goals through the delivery of the distributors/KA strategy and financial performance targets (e.g. sales volume, gross margin and over dues) within an assigned territory and supports the establishment and implementation customer retention programs.

Key Accountabilities

• Coordinate with NSM and KA for the development and execution of the annual OEM Account plan process in the area of responsibility. Ensure that all OEM Account Plans are aligned with the overall business strategy, our agreements with strategic partners (OEM, etc.), the internal marketing initiatives, the Key Account's expectations as well as compliance with the company HSSE and Ethical standards.
• Partner with NSM in preparing RFQ, bidding, first time offer (product& price) to acquire new OEM account by coordinating with GAM, cross function team.
• Support NSM in developing the co-joint marketing activities supporting new and emerging accounts to build strategic long-term partnership
• Conduct monthly performance reviews with distributors and key accounts, covering key prospects, at‑risk accounts, and detailed Scorecard metrics to ensure accountability for Castrol's sales results. When Scorecard performance is below target, the Distributor Manager (DM) must identify the gaps, develop an action plan for the National Sales Manager, and implement the plan to close the performance gap.
• Forecast monthly for distributors and direct accounts as part of region's S&OP demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.
• Accountable to supervise in-month performance of distributors and direct accounts and to flag opportunities and vulnerabilities as part of the S&OP process.
• Accountable to handle distributors' national account delivery for fee performance and ensure product handling, quality and inventory levels are in line with bp's guidelines.
• Act as single point of accountability to ensure distributor is aligned with all HSSE, Product Quality, Brand and Ethical policy.
• Accountable to ensure Turfview accuracy is maintained and that accounts receivables with distributors is current and update to date.
• Implement detailed plans and handle sales processes in the region with the focus on acquisition of new customers applying the indirect sales model.
• Effective daily usage of Salesforce Customer Relationship Management tools to lead all aspects of the account relationship and build balanced relationships throughout the customer organization, as well as our organization.
• Ensure utilization of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights and TurfView.
• Embrace and apply the Castrol demeanor which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to accept change and challenge the status quo.

Requirements

Education

Bachelor's degree or equivalent experience in relevant field of study, technical background will be an advantage

Experience

• Overall 3-5 year working experience especially in OEM/Key Account Management
• Working experience in Lubes industry is helpful
• Technical knowledge of Lubricants and Automobile are required
• Proven track record of driving growth in a very tough market environment;
• Familiar with RFQ, Bidding for OEM & Global account.

Skills & Proficiencies

• Proficient in English is a must since this role need to collaborate closely with Distributed team (internally & externally) Chinese will be a plus for this role.
• Good understanding of industry trends and OEM Value chain, particularly automotive workshop business operation, etc.
• Shown cross functional project management experience and working within multi-layers of an organization.
• Shown experience in the execution and preparation of RFQ, bidding materials so as customers offer will be an advantage.
• Able to translate customer needs into customer propositions, and to sell into the customer and business in a persuasive way

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 demeanor 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.

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, Business Acumen, Channel marketing activation, Commercial Acumen, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Training, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Territory 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.