Job Description:

The Key Account Manager for Retail is responsible to provide profitable sales delivery and thought leadership with retailers through understanding, embracing and building customer, consumer and sales excellence. Role will be accountable for leveraging customer distinctiveness and will have significant leadership and sales depth / breadth within the team.

Responsible for building leadership potential and capability for selling premium services / consultative selling. It will require openness and a constant strive for best practices sharing throughout the channels and a deep understanding of the key enablers that will distinguish our sales offer vs. current and future competition.

Key Accountabilities

• Develop and manage the overall strategy & execution for the assigned retailer.
• Lead the development and implementation of programs & offers.
• Communicate strategies internally and provide updates on offer development and financial achievement.
• Identify customer capabilities and gaps.
• Work with Trade Marketing team to develop promotional and marketing materials.
• Create and develop deep relationships with key senior management teams.
• Maintain B2B organizational contact maps for key customers.
• Implement joint business planning process to ensure alignment on key priorities and goals.
• Leads in the development and execution of the strategic business plans and tactics to include promotions, distribution, and customer level marketing concepts and scheduled business reviews.
• Contributes in the development of quality, professional, and creative presentations at headquarter and customer level, internal and external.
• Manages all budgets and resources available in order to control costs as well as to maximize sales volume and profitability.
• Collaborate with marketing and other retail sales managers to grow overall Castrol Market Share thru thought leadership and sharing of best practices.
• Strong forecasting at SKU level to meet accuracy and bias goals.
• Compliance with bp's Code of Conduct, Values and Behaviors and HSSE Standards.

Summary Decision Rights

• Customer pricing within DOA (bp corporate policy)
• Financial performance of accounts (Volume, Rebates, Net Turnover, Margin, Debtors, Market Share)

Education

• Bachelor's degree in sales, marketing or technical field.

Experience

• Minimum of 5 years in sales, sales management and/or marketing experience selling products through retail channel.
• Proven cross functional management experience and working within multilayers of an organization.
• Proven experience in the execution of marketing programs.
• Experience in the management and negotiation of programs and offers.
• Working knowledge of Auto business.
• Strong leadership qualities and ability to think strategically to develop and execute longer term team strategies.

Skills & Competencies

• Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Contract and Deal Negotiations, Deal Closure.

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 meaningful, so we offer benefits ( https://exploreyourbenefits.com/landing.html) to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and excellent retirement benefits, 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
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, Agility core practices, Business Acumen, Business Analysis, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Perspective, Internal alignment, market, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, 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 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.