Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Role Synopsis:

Responsible for managing a direct channel sales team to achieve or exceed assigned sales and profitability goals through the delivery of the direct sales strategy and financial performance targets (e.g. sales volume, top line growth, gross margin and overdue) within an assigned territory, and supports the development and implementation of short and long-term strategies and customer retention programmes. The role delivers Global Marine & Energy’s (GME) strategic growth objectives through an active focus on business development, prospect pipeline management rigour and the articulation of economic value of services through the SmartGains framework.

Key Accountabilities:

Plans and manages delivery of sales direct channel activities, driving business to maximise profitable growth of brands with a focus on premium products and services, and sharing best practice across the teams.Actively supervises, contacts and develops existing and potential accounts, and builds partnerships and relationships with large customers to improve value for both parties.Lead implementation of the GME strategies by ensuring strategic objectives and landmarks are embedded into Area and sector plans. Support strategy development activities and sectors to deliver sustainable long term value, where required agreeing with partners choices to optimise between strategic and short term financial delivery and working collaboratively to secure financial approval for deals.Leads a team to achieve planned financial performance for the region, providing effective leadership, direction, coaching and mentoring to improve team capabilities. This includes attending mentor days where quarterly 1-2-1 customer visits are conducted with each Account ManagerBe responsible for the customer relationship and handle high level senior relationships with key customers within the Area Ensure voice of customer is recognised and is integral in the design of our offers and champion the delivery of an excellent customer experience to underpin dedication and value creation.Drive continuous improvement in the delivery and quality of the 24-month sales rolling forecastDrive rigour and discipline in prospecting pipeline management through the Vulnerabilities & Opportunities (V&O) module and the ECT events. The quality of information in InSite’s V&O module impacts reporting to the business and decisions taken by the GME leadership team therefore it is crucial that the sales function, as the owner of this information, maintains and makes updates to reflect the latest developments.As a leader in GME, actively contribute to the development and execution of the business strategy and plan, with specific emphasis upon:Delivery of strategic priorities o Delivery of the GME annual planCreating a "winning" culture based upon high levels of inclusion and engagement.Ensure that all activities conducted through 3rd parties or intermediaries in country comply fully with our own Code of Compliance (CoC) and local competition legalisationEnsure compliance with regional regulations, BP Group, Segment and regional policies and standardsDevelop and implement a detailed approach through the embedding of relevant OMS elements and ensuring appropriate risk reviews are undertaken. At a country level, the role is responsible for engaging with other lubricants business and functional partners to ensure appropriate representation for the GME business  

Requirements:

Bachelor degree or equivalent experience.Ability to develop, maintain and build new relationships with customers, OEMs and Industry bodies.Uses resources and own networks to achieve goals and objectivesUnderstanding of shipping, oil & gas market and global dynamics, trends, regulatory environment desirableExperience of managing business across Greater China.Language skills: Proficient in English and ChineseProven abilities of dealing with and influencing multiple internal and external partners both within and outside the organization is crucial for success in this role Cross cultural experience will be an advantage.Demonstrated safety leadershipCustomer orientated and ability to drive customer responsiveness and insightInternational B2B sales experience of minimum 5 years and senior negotiations skills in diverse cultureProven Leadership experience in diverse teamsGlobal Marine Industry experience and knowledge will be an advantageA strong organization and people orientation to be able to build strong, capable and sustainable high performing teamAbility to drive continuous improvement and manage a portfolio of projects/processesFlexibility of thought and action to be able to respond to changing market environments and dynamic business situationsAbility to work across functions and gain support for the businesses in the Region

Why join us?

At bp, we support our people to learn and grow in a diverse and challenging environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly. There are many aspects of our employees’ lives that are meaningful, so we offer benefits to enable your work to fit with your life! These benefits can include flexible working options, paid parental leave policy among others!We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Travel Requirement

Up to 50% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Commercial Acumen, Commercial performance, Consultative selling skills, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Listening, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding

Legal Disclaimer:

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.