Job Purpose
- The Key Account Manager serves as the single point of accountability for the assigned distributors and will work closely with National Sale Manager, Finance, Customer Operations and Marketing teams to ensure seamless execution and alignment. This role is responsible for business performance, developing and implementing action plans, ensuring compliance with company standards, and driving sales results
- Responsible for performance of key customers (fleets), accountable for the development as well as the execution of the indirect sales strategy.
Key Accountabilities
Distributor Management (20%)
- Conduct monthly distributor performance reviews, including robust analysis of key prospects, accounts at risk, and Scorecard metrics.
- Lead distributor performance to ensure accountability for Castrol sales results through identified KPI (e.g., Total volume Sell-in, GM, Inventory, Customer productivity, Compliance, Active customers, etc..)
- Develop and implement action plans to address underperformance and close performance gaps.
- Ensure distributor compliance with bp's product handling, quality, and inventory standards.
- Ensure distributors understand Castrol's offers and sales approach (direct and indirect).
- Work closely with distributors to build and develop high-quality sales representative teams.
- Ensure distributors set appropriate targets for DSRs and actively lead all aspects of DSR productivity, including target setting, performance management, rewards, recruitment, training, mentor, system implementation at the distributor, and maintaining data accuracy.
- Co-responsible for developing distributor capabilities and systems.
- Provide input into distributor and installer programs and communicate competitive threats and market trends
- Ensure accuracy of Turfview / DMS data and up-to-date accounts receivables.
- Adopt and promote the Castrol attitude: dedication to business growth, customer centricity, people empowerment, and continuous improvement.
- Ensure distributors are fully compliance the Joint Business Plan.
Sales Execution & Customer Facing (70%)
- Focus on customer facing through driving sales activities across assigned businesses/territories, including product portfolio introductions, order taking, merchandising, and marketing displays.
- Excellent on business insight like market trends, segment trends, competitors, technology to ensure the sustain business growth in fleet segment.
- Promptly transform opportunities into actionable business plans & channel offers.
- Implement all channel offers to develop and acquire on road fleet prospecting customers
- Excellent on deploys the activities program like products launching, customer events.
- Ensure accuracy of company investments by supervising and controlling all asset-related expenditures to align with approved budgets and strategic priorities.
- Setting KPIs targets, aligned & deliver business plan with distributor annually, ensure distributors compliance with preset terms & condition
- Training & mentoring distributor sale rep productivities
- Retain & develop existing customers by improving customer relationship management, deploying channel offers and customer face-to-facing.
- Collaborate with Distributors, NSM, Capability Manager, technical service, supply chain, to enhance business performance.
- Ensure marketing and cross-functional support activities are optimally deployed in the market.
- Supervise and lead customer feedback to bring together actionable insights, actively prospect customers for growth opportunities, and drive performance against critical metrics (e.g., customer distribution, premium product penetration, sell-out volume, gross margin, and frequency of customer visits.
Compliance & Systems Utilization (10%)
- Ensure distributor compliance with signed contract, HSSE, Product Quality, Brand, and Ethical standards.
- Enforce to bp's Code of Conduct, Values and Behaviors, and HSSE standards.
- Leverage digital tools (Power BI, TurfView, etc...) for account management and effective
Requirements
Experience
- Minimum 5-7 years of experience in sales, key account and distributor management
- Shown cross functional project management experience and working within multi-layers of an organization.
- Validated experience in the execution of marketing programs and management of programs and offers
Skills & Proficiencies
- Strong Sales Execution & Planning Skills: Ensure operational perfection to meet sales targets, expand market reach, and improve distributor efficiency.
- Strong Stakeholder Management & Communication skills: Build trust, develop alignment, and maintain clear communication with internal and external partners to enable flawless execution and growth.
- Skillful on lubricant & applicable technical knowledge.
- Proficient Microsoft Office skills: Word, Excel, PowerPoint and computer/ digital system literacy
- Intermediate written & spoken English proficiency is an advantage
At bp, we provide the following environment and benefits to you:
- A company culture where we respect our diverse and unified teams, where we are proud of our achievements and where fun and the attitude of giving back to our environment are highly valued
- Possibility to join our social communities and networks
- Learning opportunities and other development opportunities to craft your career path
- Life and health insurance, medical care package
- And many other benefits!
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
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.
