OEM Group Sales LeaderReq ID 87328BR Job category Sales Countries (State/Region) Central Location China - Central - Shanghai Apply now
Chinese local OEM group is taking more influencing power for both their JV with MNC and their local brands. For lube strategy, we need win in the market, so we selected Chinese auto group as Key Account. We need to enhance overall relationship with these key decision makers to discuss total solutions on top of regular lube transaction.
The role ensures that a team of KAM / SAM will fully develop and implement total offer with cross functional team. The role is responsible for delivering Volume, GM targets of the selected Kay Accounts (Chinese Group OEM) as well as managing TCC and budgets.
This role sits in our Castrol business, a part of the BP Group. Join Castrol and you’ll get all of the benefits of a company steeped in family spirit and history, coupled with the security and opportunities a big corporation can offer.
Under China OU strategy framework, develop and execute selected OEMs’ group business strategy together with cross function team and ensure to build a sustainable business and achieve growth target.
Develop relationship mapping of Chinese OEM group from top to operational level; organize and facilitate strong relationship building between OEM group and BP.
Lead and jointly develop a business plan, product and service offer, and other offers beyond lubricant with cross function team to achieve growth strategy for each account at both group and JV level.
Execute the business plan and offer, win the preferred lube supplier position and gain share of wallet
Actively develop people capabilities and competencies in order to deliver commercial excellence as well as to seek development opportunities for high performers to develop potentials and champion “one-team” spirit within the department / across departments.
Take initiative to work with regional FWS team, marketing, GSC, SOT to execute offer at workshop level to ensure highest in store share
Collect market intelligence and support strategy development and future business model upgrade
Drive and ensure safety, E&C, ABC and anti-trust etc. compliance.
Take initiatives to seek self-help and commercial optimization opportunities so as to enhance profitability include RTM in each account and 3rd party service.
• Minimum Graduate and MBA or equivalent degree would be valued added
Essential experience and job requirements
• More than 10 years’ experience of B2B sales management roles – mandatory
• Experience of working in a matrix organization with complex customer interfaces - mandatory
• Strong experience in Key Accounts Management and especially OEMs – mandatory
• Should have a well-rounded business experience to be able to implement cross functional plan.
• Role model the BP Values and Behaviours
• Ability to develop and implement strategic and tactical business plans
• Ability to be hands on and drive the business with direct responsibility
• Ability to deal with and influence multi-cultural groups of stakeholders
• Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations
• Ability to work across functions and gain support for the businesses in the region
Values and Behaviours:
Safety Seek expertise, continually learn and develop the safety and risk management skills of myself and my team.
Respect Listen carefully and consider different perspectives
Excellence Learn and apply the best practices of BP, act with professionalism and strive for excellent execution
Courage Always aim to do the right thing based on BP’s rules and standards, and respond to challenges with resilience and reason
One Team Support those I work with and help to build the effectiveness of my team to achieve the best results.
Key Competencies Level
Account Strategy & Business Planning Expert
Customer Relationship Management Mastery
Consultative Selling Skills Mastery
Negotiating Value Expert
Customer Profitability & Capturing Value Mastery
Sales Coaching Skilful
Internal Functional Navigation Expert
Sector, Market, Customer & Competitor Understanding Mastery
Customer Value Proposition Development and Engagement Mastery
Offer and Product Knowledge Skilful
Other Requirements (e.g. Travel, Location)
Desirable criteria & qualifications
Yes - up to 50%
Is this a part time position?
Our business is the exploration, production, refining, trading and distribution of energy. This is what we do, and we do it on a truly global scale. With a workforce of over 80,000 employees, BP operates with business activities and customers in more than 80 countries across six continents. Every day, we serve millions of customers around the world. We are continually looking for talented, committed and ambitious people to help us shape the face of energy for the future
BP has been operating in China since the early 1970s. With a total investment of US$4.7 billion at the end of 2009, BP is one of the leading foreign investors in China. BP’s business activities include offshore gas production, chemical joint ventures, aviation fuel supply, LPG import and marketing, oil product and lubricant retailing, solar power installations and manufacturing, and the sales of chemicals technology.
In addition to these commercial projects, BP has been actively engaged in energy research activities, particularly clean energy and alternative energy R&D initiatives, aiming to develop clean, sustainable and local energy solutions to support the Chinese economic development. The projects we are involved in include
- Clean Energy Facing the Future – a 10-Year R&D initiative in partnership with Chinese Academy of Science
- Clean Energy Commercialization Centre, a research joint venture in Partnership with Chinese Academy of Science
- BP- Tsinghua Clean Energy Research and Education Centre
- BP-Sun Yat-Sen University Center for LNG Education, Training and Research
In parallel, BP has been working to invest in the community to help address the local issues. By the end of 2009, BP’s total community investment in China exceeded US$12 million and BP’s community practices have been recognized by “2007 Multinational Corporation with Utmost Core Competitiveness in China” Award jointly issued by UNEP and China International Institute of Multinational Corporations, and also “China’s Best Corporate Citizenship Award” by 21st Century Business Herald and 21st Century Business Review for 5 consecutive years since 2004.
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