JOB DESCRIPTION:

The Account Manager will be accountable for a number of key customers, and will oversee accurate planning, execution and monitoring of the activity set meant to deliver the business objectives. They will ensure that the right level of resources (within DOA) are allocated to activities and accounts.

KEY ACCOUNTABILITIES

Lead and coordinate the development of the annual Account plan process in the area of responsibility. Ensure that all Account Plans are aligned with the overall business strategy, our agreements with strategic partners (OEM etc), the internal marketing initiatives, the Account’s expectations as well as the compliance with the company HSSE and Ethical standards. Aggregate all plans, and ensure they align with the agreed performance indicators for both the Account and the company.
Input to and execute a regionally agreed Prospecting strategy, including allocation of time and resources in the area of responsibility, coordination and interpretation of market data, senior stakeholder and relationship management and tender/offer processes, which may cross over several territories and/or countries, as well as channels.
Conduct monthly regular robust review of key prospects and accounts at risk with staff and report gain and lost account results internally through the Sales & Operational Planning (S&OP) process.
Forecast monthly for direct accounts as part of region’s S&OP demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.
Accountable to supervise in-month performance and to flag opportunities and vulnerabilities as part of the S&OP process.
Act as single point of accountability to ensure our customers are aligned with all HSSE, Product Quality, Brand and Ethical standards.
Implement detailed plans and manage sales processes in the region with the focus on acquisition of new customers.
Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
Effective daily use of Salesforce Customer Relationship Management tools to lead all aspects of the account relationship and build balanced relationships throughout the customer organization, as well as our organization.
Ensure utilization of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights.
Adopt and apply the Castrol mindset which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo.

SUMMARY DECISION RIGHTS

Define the customer related plans and targets, performance metrics and business plans in line with the organization’s objective
Pricing decisions in line with DOA.

EDUCATION

Bachelor’s degree or equivalent experience in relevant field

SKILLS & PROFICIENCIES

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

Please refer the Job description for details