Key Account Manager - HD

Job description

Segment

Downstream
Role synopsis

The Key Account Manager manages a portfolio of customers and new prospects within a defined sales geography. The role is accountable for delivering Volume, GM and Overdue targets as well as identifying and developing new prospect customers.
Req ID

74391BR
Location

India - Assam - Guwahati
Is this a part time position?

No
Relocation available

No
Travel required

Yes - up to 25%
Key accountabilities

1. Develop and agree (both internally and externally) the annual territory plan for each Account in the territory ensuring these plans are aligned with the overall business strategy and any agreements with relevant strategic partners (OEM etc.). 2. Deliver financial performance targets for the Accounts within territory including Volume, GM and Overdue. 3. Execute prospecting strategy for the territory, including data gathering, competitor and market knowledge, stakeholder and relationship management and tender/offer processes. Ensure long term growth by always seeking sufficient prospect customers and providing regular updates to the prospecting database and LBM process. 4. Manage customer business reviews to communicate and prove value delivery and reinforce relationships. 5. Implement the annual customer account plans in particular regarding: a. Identifying critical customer needs, and match our Value Proposition to those needs. b. Execution of agreed activities to maximize Customer and Company objectives and value c. Stakeholder and Relationship management at all levels and through all functions of the Customer and the Company d. HSSE and Ethical compliance e. Proactively manage and challenge all revenues and costs associated within the activity at the Account to maximise impact on Account profitability 6. Develop and implement a systematic approach through the embedding of relevant OMS elements and ensuring appropriate risk reviews are undertaken appropriately. 7. Improve and deliver customer experience in territory. Ensure delivery of our promises by seeking continuous improvement and efficiency in all operations making sure the voice of the customer is represented in every decision we make. Drive standardisation of our sales offers in line with our basic customer offer. 8. Timely Collection of C forms 9. Ensure that all activities conducted through 3rd parties or intermediaries in territory comply fully with our own CoC and local competition legalisation. Ensure compliance with country regulations, BP Group, Segment and regional policies and standards (e.g. Picasso).
Essential Education

Educational background: An Engineering Graduate. An MBA qualification will be an added advantage
Desirable criteria and qualifications

The 3 competencies which are critical for this role are: Key Competencies-Level Products & Services Knowledge-Skilful Prospect & Pipeline Management (Account Development) -Skilful Consulting & Selling Skills -Skilful The 2 values which are critical to this role are: -One Team -Excellence
About BP

Castrol India Limited is the second largest lubricant company in India. We are part of the BP Group - one of the largest companies in the world. Castrol India operates in the automotive, industrial and marine lubricant sectors and we are market leaders in most segments we choose to be present in. With strong brands, continuous innovation in everything we do, enduring relationships with all stakeholders and passionate and committed people, we have a market leadership position for almost a century in India. The India business is the largest market within the Asia & Pacific region. Further, the India Automotive business is also the most material business within Castrol India Limited (CIL). The sales team organization for the Automotive business is aligned to the various business channels viz. Retail, Workshops (Franchise and Independent), Heavy Duty (Institutional, Building & Construction etc.) and OEM Development. The Industrial &HD Business serves the various manufacturing industries, Building & Construction segment, Quarrying & Mining and the transport segments along with major OEMs for off road equipment's.
Application close date

14-Jan-2017
Sub-category

Strategic Sales / Key Account Management
Job category

Sales
Countries (State/Region)

India - Assam

Desired profile

Essential experience and job requirements

Experience (depth and nature) • B2B sales management experience of 3 years • Experience of dealing with multiple stakeholders both within and outside the organization • Track record of delivery of sales targets and performance Other: Essential • 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 Desirable • Lubricants experience and background in sales and/or marketing roles • Relevant experience of the local market including relevant legislative and regulatory knowledge
Other Requirements (eg Travel, Location)

25% Travel