Job Description:

Job Purpose

• Responsible for delivering key account(Chain store / SAPD) strategies, plans and activities, co-working with internal team in China to achieve business targets.
• Establishing stable relationships with key accounts while collaborating with their headquarter, distribution centers to implement brand support in the development of workshops, and increase in-store share.
• Leading new account development, and helping company find more efficient and manageable distribution channels in low-tier cities.
• This position will report to key account manager and will communicate and collaborate closely with cross departments/ functions.

Key Accountabilities

• Customer Relationship Maintenance and Development: Responsible for the full-lifecycle relationship management of core chain customers, including regular visits (to headquarters, regional offices, and distribution centers), in-depth exploration of customer needs, timely response and closed-loop resolution of collaboration issues. Continuously strengthen customer stickiness, ensure collaboration stability, and increase the sales share of Castrol products.
• In-depth Customer Insight and Sales Plan Formulation & Execution: Establish customer profiles based on comprehensive information through on-site visits (to headquarters, distribution centers, and repair shop terminals), interviews with core decision-makers, and competitor analysis. Meanwhile, formulate practical annual, quarterly, and monthly business plans for customers to consolidate the foundation of collaboration.
• Data-Driven Sales Problem Diagnosis and Resolution: When there is a discrepancy between actual sales and planned expectations, supervise core data (such as customer distribution centers' outbound volume, terminal store sales velocity, regional sales differences, inventory turnover days, compared with annual/monthly targets). Identify the root causes of customers' sales/operation difficulties through comprehensive diagnosis based on data, customer feedback, and on-site visit observations. Coordinate internal company resources to develop solutions for the problems, and set trackable targets and timetables.
• Customer Plan Implementation and Problem Closed-Loop Management: Promote and participate in the implementation of customer management plans and problem-solving solutions to ensure execution effectiveness and form a management closed loop. Follow up on the progress of plans/problem resolution (indicators) monthly; if the targets are not met, conduct a second diagnosis and optimize the plans. Summarize problem types, solutions, and execution effects based on data in the monthly review meeting each month, and share the information with customers and internal teams.
• Develop new key accounts in the automotive aftermarket, focusing on large chain repair workshops, tire service networks and platform-based customers, and conduct in-depth demand analysis to identify business opportunities. Integrate internal resources, coordinate with cross-functional teams to create customized offers and solutions, and lead client conversation to finalize partnership deals. Supervise the full implementation of new projects and continuously explore incremental growth opportunities within key accounts to support long-term business development.

Job Holder Requirements

Education

• Bachelor's Degree or equivalent experience is required.

Experience

• Shown experience in working in similar level of chain store or SAPD roles in after market.
• Strong sense of responsibility and commitment: Take full responsibility for customer relationships, customer sales volume, and customer project execution.
• Data insight and diagnosis ability: Proficient in analyzing multi-dimensional data such as sales, inventory, and sales velocity. Combine customer feedback and on-site observations to accurately identify sales/operation difficulties.
• Problem-solving and implementation ability: Develop specific and actionable solutions, promote the coordinated implementation of internal and external resources, verify results through data, and form a closed loop.
• In-depth customer management ability: Formulate annual/monthly customer management plans, and dynamically optimize them according to problem feedback to achieve a balance between customer value and performance goals.
• Cross-party coordination ability: Coordinate customers (headquarters/branch warehouses/terminals) and internal resources to ensure the smooth execution of plans and resolution of problems.

Why join us?

• At bp, we support our people to learn and grow in a diverse and ambitious 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 significant, 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 crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Travel Requirement
Up to 50% 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, Account strategy and business planning, Agility core practices, Business Acumen, Channel Management, Channel marketing activation, Coaching, Commercial Acumen, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Offer execution and growth, Partner relationship management {+ 2 more}

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.