北京招聘

Responsible for exploring and developing new business opportunities, building strong relationships with appropriate client contacts and executing strategic and tactical business plans in order to maximise the profitable share of the relevant segments.

The BDM will work closely with relevant business functions in order to create and pursue a large number of qualified leads spending 70% of time on prospecting to drive growth by deploying the Prospect Pipeline Management (PPM) process in region to identify and evaluate new business opportunities and using the remaining time to manage a portfolio of accounts.

The Business Development Manager is supported by a strong cross-functional customer accounts team, digital tools & platforms and the in-region Sales Operations Executive.



* Prospects in direct sales (70% of time) and for the remaining supports a profitable portfolio of accounts, championing Castrol's Value Selling principles and the SmartGains framework to develop existing relationships with customers and deliver profitable growth via new customer acquisitions. Ensures long term growth by always seeking sufficient prospect customers
* Drives rigour and discipline in prospecting pipeline management through
the Vulnerabilities & Opportunities (V&O) module in InSite. Manage the handover of converted business into direct or indirect channels as per the business strategy and resource availability.
* Able to navigate conversations across a diverse contact map at all levels and through all functions of the customer to build strong relationships that build trust, generate powerful insights and enable business growth.
This includes building relationships with wider BP E&P organizations to influence and add value to existing group relationships across the GME sectors.
* Enhances value and delivery of Castrol's offer by building, maintaining
and disseminating market intelligence that leads to development
activities for current & future offers alike and opportunities for differentiation.
* Seen as a thought leader and brand ambassador accountable to demonstrate and validate the commercial value of Castrol's market offer in an on-going basis using Value Selling techniques and the SmartGains framework to identify customer needs and aligning customer to Castrol's sources of value.
* Builds a robust plan for each customer volume/ GM delivery within portfolio of accounts and identifies areas to exploit further organic growth.
* Conducts sales activities such as volume and margin analysis, supporting tender activity, resolving customer operational issues and monitoring pricing performance integrity to enhance customer perception
of value.
* Develops and regularly updates detailed monthly customer forecasts,
opportunities & vulnerabilities for the regional demand review which
drives the LBM (Lubricants Business management) forecasting tool.
* Leads and project manages the deployment of global tools and
processes to enable and support growth in the region in line with
strategy. Advocates tools such as Passport to collaborate across
functions



Minimum Graduate or tertiary business qualification with equivalent experience.

Experience (depth and nature)
* Ability to develop, maintain and build new relationships with customers, OEMs and Industry bodies.
* Ability to present persuasive offers to senior level management within the customer's business
* Leverages resources and own networks to achieve goals and objectives
* Understanding of shipping, oil & gas market and global dynamics, trends, regulatory environment desirable
* B2B sales management experience with a track record of delivery of sales targets and performance
* Strong prospecting track record with experience and proven ability to implement a prospecting process

Essential
* Role model the BP Values and Behaviours
* Demonstrated safety leadership
* Customer orientated and ability to drive customer responsiveness and insight
* Ability to be hands on and drive the business with direct responsibility. Self-motivated, possess enthusiasm, perseverance, and a strong desire to succeed
* 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
* Comfortable with leveraging digital tools and applications to support the selling process and enhancing customer experience.
* Ability to develop and implement strategic and tactical business plans to meet and set challenging personal and team targets, schedules and deadlines through constructive prioritisation and time management

BP是世界领先的石油和天然气企业之一，总部位于伦敦，在全球超过70个国家从事生产和经营活动，主要业务领域包括：油气探勘与生产；油品炼制与销售；石化产品生产与销售；和润滑油业务。BP在全球拥有约74,500名员工，公司的股票在伦敦和纽约证交所挂牌交易。

BP自上个世纪七十年代初开始在中国开展业务，是国内油气行业领先的外商投资企业之一。BP在华的主要商业活动包括：油气勘探与开发、石化产品生产与销售、航空燃油供应、成品油零售、润滑油业务、油气供应与贸易、液化天然气接收站和输气干线以及化工技术许可。

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BP每年定期发布《BP世界能源统计年鉴》和《BP世界能源展望》，这两份报告被各界视为全球最可靠的能源数据来源之一，并被广泛征引。

BP还致力于为中国的社会发展做出贡献，多年来一直与中国合作伙伴一起参与和应对中国可持续发展所面临的社会问题，并与研究机构携手合作，积极参与能源领域，尤其是清洁能源方面的联合科技研发。截至目前，BP在中国的社会公益领域累计投入超过5000万美元。BP在践行企业社会责任方面的实践活动得到社会各界的认可，并屡获殊荣。

BP将一如既往地致力于通过互信合作、积极贡献，支持中国的战略发展，为中国的能源解决方案作出贡献。