Entity:
Customers & Products
Job Family 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, managing local distributor partners/intermediaries/resellers, building on existing relationships and creating new business opportunities.
Accountable for the execution of the territory sales strategy and responsible for delivering the financial performance targets through robust Joint Business Plans and driving/monitoring performance to ensure long term sustainable value for the company.
Accountable for providing training on products and services, coaching third parties ensuring that salesforce is capable and equipped to serve as the voice for the GME business in front of customers.
Key Accountabilities
Drive Sales
- Executes the annual and multi-year strategic plans for territory sales, supporting the development of regional strategies to improve the whole value chain and ensure excellent standards and delivery to customer. Ensures delivery of financial targets through managing regional deliverables and price interventions as defined by our competitive strategy (Eg. Direct customer offer; V&O pipeline management for direct business through SFO, Joint Business Plans (JBP), Distributor Offer, Upselling, Indirect sector focus for growth, SmartGains etc.)
- Conduct sales activities such as volume and margin analysis, leading tender activity for direct opportunities and supporting tender activity for distributor, leading resolution of customer operational issues and monitoring pricing performance integrity to enhance customer perception of value
- Develops, agrees (both internally and externally) and implements a Joint Business Plan with the distributor/channel partner, taking in-year and longer term views, providing permanent support and coaching in all areas of its contents including, sales performance, sales capability, customer offer deployment and HSSE and ethics and compliance etc
- Spends at least 60% of time in front of customers and distributors 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
- Makes joint customer calls with Platinum distributors to support development of capability and driving SmartGains framework implementation.
Offer development support
- Develops insight from customers, market sectors, competitors to provide customer/ market intelligence to enable brand distinctiveness and feed offer pipeline.
Business development
- Develops and regularly updates monthly detailed customer events, opportunities & vulnerabilities for the area business review which drives the LBM (Lubricants Business management)
Customer advocacy
Leads virtual customer account teams to meet customer needs drawing support from Customer Operations, FBT, and Technical Services teams including a clear delegation of responsibilities
Job Holder Requirements
Education
- Minimum Graduate or tertiary business qualification with equivalent experience
Experience
- Understanding of shipping, oil & gas market and global dynamics, trends, regulatory environment desirable
- B2B sales management experience (direct and indirect) with a track record of delivery of sales targets and performance
Skills & Competencies
- Ability to develop, maintain and build new relationships with customers, OEMs and Industry bodies.
- Strong negotiation and value selling skills
- 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.
- Local language and English skills are required.
Why join us?
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
Relocation Assistance:
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Legal Disclaimer:
We are an equal opportunity employer. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, 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.