Castrol

Global producer of high-performance lubricants

Senior Key Account Manager

Account ManagementConfirmed live in the last 24 hours

Full-timeShanghai, ChinaNo salary listedIn-person

About the Job

Requirements

A minimum Bachelor's degree is required.
Eight to ten years of working experience is required, including more than five years of senior key account or super-dealer management experience related to the automotive industry.
A demonstrated track record of driving growth in a highly competitive market environment is required.
Strong key account business sense in automotive lubricants is required.
Accountability and resilience are required.
Coordination skills to ensure teamwork among partners in delivering performance are required.
Ability to translate customer needs into customer propositions and persuasively sell to customers and the business is required.
Strong interpersonal skills and the ability to communicate with all levels while recognizing cultural differences are required.
Good negotiation and influence skills are required.
Ability to use data to explain business characteristics, market phenomena, and rationale is required.
Fluency in written and spoken English is required.

Responsibilities

Deliver sales performance for assigned accounts.
Support the Key Account Manager in managing specified FWS accounts across China.
Build local relationships with assigned accounts.
Implement the agreed original equipment manufacturer strategy by working with related departments to endorse Castrol lubricants to related FWS under favorable contractual conditions.
Build regional relationships and ensure workshop activation to promote sell-out.
Assist the Key Account Manager in formulating strategies and tactical action plans to develop sustainable and profitable business with targeted accounts.
Coordinate sales and marketing activities in the FWS channel to ensure strategy is followed and implemented by the sales team.
Build win-win relationships with assigned original equipment manufacturer accounts and influence fleet workshops to choose Castrol as their exclusive lubricant supplier; own relationships with key original equipment manufacturer regional management networks.
Help coordinate the nationwide approach to important dealer group networks and work with the responsible sales teams.
Use internal and external resources and support functions to secure new business and provide targeted accounts with professional service and marketing support to strengthen partnerships and maximize sales.
Monitor competitor activity in the marketplace and recommend actions to grow or defend the business.
Support and manage the distributor full-year business plan and ensure distributor capability meets business requirements.
Own each account plan and manage inputs and outputs for local business management demand, vulnerability and opportunity planning, and new product launches.
Deliver specific marketing plans and trade investment plans where appropriate.
Manage credit and risk control.
Comply with bp's Code of Conduct, Values and Behaviors, and HSSE Standards.
Adopt and utilize the Castrol mindset by supporting business growth, valuing customers, empowering people, and embracing change and challenge.

Desired Qualifications

Working experience in the lubricants industry is preferred.
Japanese original equipment manufacturer management experience is a plus.

Castrol is one of the world’s leading lubricant brands, serving customers and consumers in the automotive, marine, industrial and energy sectors. Castrol brands are recognised globally for their premium quality and high performance, shaped by the company’s commitment to innovation and cutting-edge technology. With products sold in more than 150 countries, Castrol has helped keep things moving on roads and racetracks, air, sea, and space for over 125 years.

Whether you're just starting out or ready for your next big move, you're in the right place to explore an exciting career with Castrol.

Job description

Job Purpose

To be responsible for delivering sales performance of assigned accounts.

Support KAM to manage the specified FWS accounts across China.

Build the local relationship with the assigned accounts.

Key Accountabilities

To implement agreed OEM strategy to support delivering the performance by working with the OEM related department to endorse Castrol Lubes to all related FWS under favourable contractual conditions.

To build up the regional relationships and ensure the activation in workshops to promote the sell-out.

Assist KAM in formulating specific strategies and tactical action plans to develop long-term sustainable & profitable business with targeted accounts.

Coordinate the Sales Marketing activities in FWS channel to ensure that the strategy is closely followed and effectively implemented by the sales team.

Build up the win-win relationship with the assigned OEM accounts, to influence FWs to choose Castrol as the exclusive lubricant’s supplier. Owner of relationship with key OEM regional management network.

Help KAM to coordinate the nation-wide approach to the highly important dealer group network and work closely with the responsible sales teams.

Fully utilize all available internal & outside resources and support functions to secure new business and ensure targeted accounts receive professional service & marketing support to strengthen partnership & maximize sales with targeted OEM accounts.

Monitor competitor activity in marketplace and recommend actions required to growth or defend business.

Support and manage DSP full year business plan and ensure DSP capability is in line with business requirement.

The job holder will be responsible for each account plan and manage input and output for the following planning purposes:

LBM Demand, Vulnerability and Opportunity Planning, New product launch.
Delivery of specific Marketing plan and trade investment plan (where appropriate)
Credit and risk control

Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.

Adopt and utilize the Castrol mindset 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.

Education

Minimum Bachelor Degree

Experience

8-10 years working experience. More than 5 years senior Key AC /Super Dealers management experience which should be related to automotive related industry.

Demonstrated track record of driving growth in a very competitive market environment.

Working experience in Lubes industry is preferred.

Any Japanese OEM management experience would be a plus

Skills & Competencies

Strong key account business sense of auto lubes.
Demonstrate accountability and resilience.
Coordination skill to ensure the teamwork of various partners in delivery performance.
Able to translate customer needs into customer propositions, and to sell into the customer and business in a persuasive way.
Strong interpersonal skills, able to communicate to all levels and be vigilant for cultural difference.
Good Negotiation & Influence Skills
Inclinations of using data to explain business character and market phenomena and rational.
Fluent both in written and spoken English.

Privacy

The Castrol entity recruiting for this role is the data controller for the personal information you provide. We use it to assess your application and to manage the recruitment and onboarding process. We may share it with service providers who support our recruitment, and it may be transferred to other Castrol entities internationally under appropriate safeguards. We keep it only for as long as necessary. For details of how we use your information and your data protection rights, contact [email protected].

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 Castrol recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.).

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.

About the Company

Castrol

Global producer of high-performance lubricants

Castrol is a global leader in high performance lubricants used in cars, industrial applications, ships, and aircraft. It manufactures lubricants and related products and sells them worldwide, serving customers in more than 150 countries. As a wholly-owned subsidiary of BP PLC, Castrol leverages BP’s resources for research, development, and distribution. Its products work by reducing engine and equipment wear, minimizing friction, and protecting components under different operating conditions. Castrol’s breadth of product lines across automotive, industrial, marine, and aerospace markets, along with its global manufacturing and distribution network, differentiates it from competitors that lack the same scale and backing. The company aims to provide reliable, high-performance lubricants worldwide to help customers keep engines and machinery running smoothly and efficiently.

Company size: 5,001-10,000
Company stage: Acquired
Total funding: Not listed
Headquarters: Pangbourne, United Kingdom
Founded: 1899

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