天津招聘

The Key Account manager is responsible for the sales and relationship management with selected GAM and TNA key account customers. The role is accountable for driving growth with key customers measured through Sales Volume and Gross Margin delivered.

* Construct and understand the overall KA contact map; build strong relationship with senior management team through various event, meeting, and work shops
* Interact with local, global, and function team to deliver and modify the value proposition designed for the KAs (include but not limited to product, application, service, strategy alliance, co-development, and senior strategy partnership), and ultimately bring sustainable and profitable growth to Castrol Industrial China
* Set growth target for each key account and highlight resource plan for the execution; develop and keep strategic account plan up to date
* Design milestone for each growth project with clear growth target; Project manage these milestones with high effectiveness by utilizing project management principles and engaging different stakeholders
* Coach local sales team in complicate deal structure and monitor progress of deliverables (both financial and strategic KPI) to ensure the overall value delivery
* Communicate with both external and internal stakeholders on progress, barriers, and resource concerns; be resourceful to leverage resources to solve problems so as to move the project forward
* Keep informed about the industry trend, customer insight, and technology developments; communicate these findings properly through different channel so to enhance the total offer for the key accounts and secure internal resources (include but not limited to new product development and total offer enhancement)
* Ensure all the business activities conform to BP's code of conduct, country legislative requirements as well as BP strict Health, Safety and Environment policies.


* More than 10 years working experience

* Minimum 5 years' sales experience in managing relationships and activities in national or large (multiple contact levels) accounts.

Knowledge and Skills
* Strong understanding of the industrial sector, general industrial applications and delivering outcomes in a B2B environment.
* Strong understanding of customer value (tangible and intangible), and be able to articulate and communicate it clearly
* Demonstrated success in delivering results and outcomes through others.
* Strong interpersonal, presentation and communication skills, both written and oral. Experience in managing senior relationships.
* High level of business acumen.
* Excellent time management skills.
* Understanding of the Lubricants business and the key enablers that drive the Industrial sector.

Educational background
* Minimum Bachelor Degree, prefer in engineering, science, or commerce


Values and Behaviours:
Values: 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 Skilful
Customer Relationship Management Skilful
Consultative Selling Skills Mastery
Negotiating Value Skilful
Prospecting & Pipeline Management Skilful
Customer Profitability & Capturing Value Skilful
Internal Functional Navigation Mastery
Contract Management Skilful
Sector, Market, Customer & Competitor Understanding Mastery
Offer and Product Knowledge Skilful

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。

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