Key Account Manager - B2B Australia

Sign up to receive our monthly bp Energize newsletter and keep up to date on bp news, events, culture and role opportunities. Travel required Up to 25% travel should be expected with this role Job category Sales Group Relocation available This role is not eligible for relocation bp is reimagining energy for people and our planet. Our purpose is reimagining energy for people and our planet. We want to help the world reach net zero and improve people's lives. To help us achieve this we are transforming our convenience locations into a customer focused retail business. We will achieve success by listening and acting in the best interests of our customers. 'Who we are' defines what we stand for at bp. It builds on our best qualities and those things that are most important to us - our commitment to safety, to speaking up if something doesn't seem right, compliance, care for others and working together as one integrated bp team - while putting an even greater focus on how we can take bp to the next level. We are looking for a Key Account Manager is responsible for the delivery of sales and contract management of a portfolio of key account customers. The role is accountable for driving growth measured through sales, financial, HSSE and operating performance. This role will also require the management of strong customer relationships, ensuring the retention of preferred supplier status for Lubricants. Reporting to the National Sales Manager, you will be a member of an energetic team, motivated to succeed in a competitive environment. A fantastic opportunity to drive incremental growth and performance within the Castrol Commercial business. What you can expect in the role: Develop and implement a winning growth strategy and plan to extract maximum value for and from our customers whilst providing offers and solutions including areas of technical service, low carbon and digital. Deliver growth and financial performance targets for the Key Accounts including Volume, Turnover, Margin and Debt Management. Manage safety and contractual risk in accordance to Castrol compliance and policy requirements Execute prospecting strategy for key accounts, including data gathering, market knowledge, stakeholder and relationship management and tender/offer processes, which may include participation in processes across several territories and/or countries, as well as channels. Develop a prospect pipeline of opportunities, share insight, market knowledge and experience using structured format within Salesforce/CRM tools. Support Channel Sales Specialists by sharing best practices, market and channel related insights and coach them to improve their capabilities. Experience with managing tenders and offer development would be highly advantageous Manage customer business reviews to communicate and prove value delivery and reinforce relationships. What we would like to see you bring: Minimum of 3 year's B2B sales management experience Tertiary qualification in Business related discipline Experience of dealing with multiple stakeholders both within and outside the organization is essential for success in this role. Track record of delivery of sales targets and performance Experience/track record/confidence representing the company externally and dealing professionally with large customers. Ability to develop and implement strategic and tactical business plans. Ability to be hands on and drive the business with direct responsibility. Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations. It's crucial to us that the differences we see in the world around us are reflected in our workplace. Who you are is what counts, not where you're from or how you live your life. 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, a generous paid parental leave policy, excellent retirement benefits, among others! Please be aware that all bp ANZ employees must be Permanent Residents or Citizens of Australia or New Zealand. Travel Requirement Up to 25% travel should be expected with this role Job summary Entity: Customers & Products Job Family Group: Sales Group Job Description: bp is reimagining energy for people and our planet. Our purpose is reimagining energy for people and our planet. We want to help the world reach net zero and improve people's lives. To help us achieve this we are transforming our convenience locations into a customer focused retail business. We will achieve success by listening and acting in the best interests of our customers. 'Who we are' defines what we stand for at bp. It builds on our best qualities and those things that are most important to us - our commitment to safety, to speaking up if something doesn't seem right, compliance, care for others and working together as one integrated bp team - while putting an even greater focus on how we can take bp to the next level. We are looking for a Key Account Manager is responsible for the delivery of sales and contract management of a portfolio of key account customers. The role is accountable for driving growth measured through sales, financial, HSSE and operating performance. This role will also require the management of strong customer relationships, ensuring the retention of preferred supplier status for Lubricants. Reporting to the National Sales Manager, you will be a member of an energetic team, motivated to succeed in a competitive environment. A fantastic opportunity to drive incremental growth and performance within the Castrol Commercial business. What you can expect in the role: Develop and implement a winning growth strategy and plan to extract maximum value for and from our customers whilst providing offers and solutions including areas of technical service, low carbon and digital. Deliver growth and financial performance targets for the Key Accounts including Volume, Turnover, Margin and Debt Management. Manage safety and contractual risk in accordance to Castrol compliance and policy requirements Execute prospecting strategy for key accounts, including data gathering, market knowledge, stakeholder and relationship management and tender/offer processes, which may include participation in processes across several territories and/or countries, as well as channels. Develop a prospect pipeline of opportunities, share insight, market knowledge and experience using structured format within Salesforce/CRM tools. Support Channel Sales Specialists by sharing best practices, market and channel related insights and coach them to improve their capabilities. Experience with managing tenders and offer development would be highly advantageous Manage customer business reviews to communicate and prove value delivery and reinforce relationships. What we would like to see you bring: Minimum of 3 year's B2B sales management experience Tertiary qualification in Business related discipline Experience of dealing with multiple stakeholders both within and outside the organization is essential for success in this role. Track record of delivery of sales targets and performance Experience/track record/confidence representing the company externally and dealing professionally with large customers. Ability to develop and implement strategic and tactical business plans. Ability to be hands on and drive the business with direct responsibility. Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations. Why join us? It's crucial to us that the differences we see in the world around us are reflected in our workplace. Who you are is what counts, not where you're from or how you live your life. 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, a generous paid parental leave policy, excellent retirement benefits, among others! Please be aware that all bp ANZ employees must be Permanent Residents or Citizens of Australia or New Zealand. 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 Perspective, Internal alignment, Negotiating value, Offer and product knowledge, Partner 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 disabilities may request a reasonable 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 accommodation related to the recruitment process, pleasecontact us to request accommodations. 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. #J-18808-Ljbffr