BP

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

The critical role of the Global Account Manager is to maintain and further develop at pace the strategic relationship with the OEM and deliver extraordinary performance for both BP and our OEM customer.

The role holder is accountable for the development and management of the strategic relationship with 2 of our major OEM partners at a global HQ level with focus on the Castrol Business. Supporting delivery of the Account plan and performance targets by coordinating the global cross functional network within BP.

Key Accountabilities:

Customer Relationship

• Building and managing close relationships within in the Customer at Board -2 level.
• Understanding customer needs; identifying, characterising and developing new business opportunities, aligned with the account strategy.
• Designing and managing the contact map between BP and each Group in the regions in coordination with the SPUs, ensuring alignment.
• Organising and participating in regular Steering Committees and global account governance

Strategy, Plan and delivery

• Understanding the specifics of the OEM strategies, communicating back to BP and support the development of our detailed response.
• Supporting the development and deployment of the 5-year OEM account plan with a clear roadmap, resource and financial plans.
• Deploying the Account plan with internal and external stakeholders, to ensure delivery across the different work streams and in alignment with the different SPU plan. Including relevant setting and monitoring of strategic and financial targets for each Group

Account Offer and deal making

• Working closely with all areas of BP to apply advanced product solutions in the OEM offers
• Coordinating the development, negotiation and implementation through the CLT’s of offers across different work streams ensuring there is proper alignment with each OEM Group’s strategy.
• Proposing and supporting implementation of Marketing and sponsorship programs with each Group.

About you

Minimum graduate degree or equivalent required, MBA or related post graduate qualification or equivalent desirable

Successful track-record of customer relationship development at a global level, in diverse and challenging environments in advanced Key Account Management including sophisticated B2B/ B2B2B/ B2B2C relationships. Tracking record of creating contact maps. Comfortable having conversations at C Suite level.

Experience in identification of new commercial opportunities with proven track record in negotiating and managing large commercial deals from concept to execution to sustainable growth.

Understanding of industry and OEM trends and translating into opportunities and offers.

Skills & Competencies:

Self starter with a high degree of energy, stamina and resilience with a continuous improvement mind-set, confident and articulate, a proven influencer and negotiator.

Ability to develop and operationalize strategic and tactical business plans.

Ability to work across functions and businesses.

Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations

Ability to manage long term planning, milestones and interdependencies of cross functional projects.

Why join us!

At bp, we provide an excellent working environment and employee benefits. We offer an open and inclusive culture and a great work-life balance. Tremendous learning and development opportunities are available to craft a career path, life and health insurance, medical care package and many others!

We support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. We are committed to crafting an inclusive environment in which everyone is respected and treated fairly. 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

Up to 25% 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 Analysis, Commercial Acumen, Consultative selling skills, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Account Management, Global Perspective, Internal alignment, Negotiating value, Negotiation, Offer and product knowledge, Partner relationship management, Partner Relationship Management (PRM), Partnership Management, Relationship Management, Sales forecasting/demand planning, Sector, market, customer and competitor understanding, 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.

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