Business Development Manager - Commercial Vehicle Oils (CVO) - OEMs

at  BP

JOB DESCRIPTION:

We are hiring for a Business Development manager – Commercial Vehicle Oils (CVO) - OEMs, who will be responsible for developing new business and provides Account Management for national and global CVO OEMs in the US.
The successful person in this role is responsible for developing new business and leading the successful implementation of account(s) strategy and offer development inclusive of integrated offers with wider bp entities. In addition, the BDM is responsible for short and long-term profitable growth associated with the assigned accounts.
This position requires demonstrated new business development and key account management including sales skills to secure profitable partnerships covering product development, first fill and aftermarket sales.

KEY ACCOUNTABILITIES

Develop and implement strategic approach to CVO OEM’s including objectives, fit with customer’s strategy and objectives, likelihood of success and financial results.
Size and structure market sector to identify the biggest growth opportunities.
Develop, extensive Pipeline of new prospect and existing growth opportunities.
Develop present and recommend individual short and long-term account strategies and plans in region for CVO - OEM’s
Close collaboration with Driveline Technology teams locally and globally to identify entry point of new business with CVO OEM’s.
Actively lead development of differentiated value propositions corresponding to OEM Customer needs (low carbon, productivity, cost reductions, integrated energy).
Deliver annual plans by achieving targets set for each account and total portfolio.
Develop strategic relationships with assigned CVO OEM’s/Key Accounts.
Ensure appropriate linkage to CVO Global Accounts team and other integrated bp entities.
Monitor competitor activity in marketplace account and recommend actions required to growth or defend business.
Forecast monthly for direct accounts as part of 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 monitor in-month performance of assigned accounts and to flag opportunities and vulnerabilities as part of the S&OP process.
Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
Expertise with digital tools available to support Business Development management including the use of Salesforce, Power BI.
Adopt and apply the Castrol approach 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.

EXPERIENCE

Minimum of 7+ years of sales or sales management experience preferably selling products through Commercial Vehicle Oils - OEMs channel.
Proven Contact Map, Prospecting, Pipeline Development, and new business closure
Cross functional project management experience and working within multi-layers of an organization.
Experience in the execution of marketing programs. Experienced in the management of programs and offers.
Working knowledge of lubricants business preferred.
Must have a valid driver’s license.

SKILLS:

Account Management, Account strategy and business planning, Agility core practices, Business Analysis, Business Development, Commercial Acumen, Consultative selling skills, Customer Profitability, Customer Segmentation, Customer value proposition, Digital fluency, Global Perspective, Internal alignment, Negotiating value, New Business Development, Offer and product knowledge, Partner relationship management, Product Knowledge, Profitability, Sales forecasting/demand planning, Sales Management, Sector, market, customer and competitor understanding, Stakeholder Management

Please refer the Job description for details