1. Senior Account Manager Downstream Future Leaders Program
Role Title
Senior Account Manager
Reporting to
Business Area
Lubricants
Downstream Distinctive Capability
Sales
Role Level
Location & expected travel
Within China (75% travel)
BFHR contact for this role
Direct Reports No
Role in context of Future Leaders Program
This role is part of the Future Leaders Program, which aims to attract and develop individuals external to BP with diverse experiences and leadership capability to bolster the Downstream distinctive capability leadership pipelines. The program consists of 2x24 months rotations within a distinctive capability area, and will include targeted leadership development and capability building. This role is the first of two rotations in the Sales & Marketing distinctive capability – specifically the China OU Sales team.
Role Purpose
Assist in OEM account strategy implementation. Improve Castrol relationship with OEM Group regional management network/Key FWS.
Team membership
The Senior Account Manager is a member of the Lubricants/China OU/Regional key account. The team has accountability for OEM account strategy implementation. The team’s aspiration is to Improve Castrol relationship with OEM Group regional management network/Key FWS and achieve the sales target & long-term strategy.
Specific Role Description
Develop and maintain close relationship with OEM Group regional management network and key FW. Understanding OEM/FW needs and market trend. Owner of relationship with OEM Group regional management network.
Work with internal partners and external partners to develop various programs to improve Castrol brand influence and product sales.
Implement effective program by leveraging OEM regional network relationship, internal partners and external partners.
Monitor the KPIs and competitor situation of key FW/OEM region and work out action plan to improve it.
Summarize and share the best practice among OEM network and internal sales network.
Understanding first-hand OEM network information and explore business opportunities to provide valuable input in OEM strategy setting.
“Voice of Customer”: Listen to and consolidate the voice of above customers and initiate the follow-ups.
Ensures compliance with OMS and any supporting GDP’s - e.g. Driving Safety and any local legal requirements
Leadership skills and technical competencies
(aligned to a Distinctive capability)
Leadership Expectations and behaviours
Maximizing value: Take ownership to create enduring value through identification and delivery of opportunities.
Build enduring capability: Take ownership of career and be open to and act upon feedback.
Energize people: Create trust based relationships and connections across BP, seek to always understand and listen to others to successfully influence
Lead though our values: Role model BP’s V&Bs through all actions and decisions.
Core attributes:
Achievement: Passionate about making a difference and makes things happen, results focused and resilient.
Relationships: Develops trust based relationships, vertically and horizontally for the benefit of the organization not their personal agenda.
Judgement: Ability to think broadly and deeply, manage the big picture detail to make sustainable ‘one team’ decisions.
Learning Agility: Quickly assimilates and applies new learning and quickly reaches exceptional performance in new and different situations.
Technical competencies
Account Strategy & Business Planning
Customer Relationship Management
Consultative Selling Skills
Negotiating Value
Prospecting & Pipeline Management
Customer Profitability & Capturing Value
Internal Functional Navigation
Contract Management
Sector, Market, Customer & Competitor understanding
Offer and Product Knowledge
Experience
/Education
Post graduate degree
Undergraduate degree
Essential work experience:
5+ year works experience aligned to the senior OEM/Key AC management experience which should be related to automotive OEM industry
Aspiration to develop into a specialist future leader within this distinctive capability: