Castrol

Global producer of high-performance lubricants

Key Account Manager - Super Dealers / Strategic Accounts

Account ManagementConfirmed live in the last 24 hours

Full-timeHo Chi Minh City, VietnamNo salary listedIn-person

About the Job

Requirements

Eight to fifteen years of commercial sales experience, preferably within lubricants, automotive, original equipment manufacturer, dealer networks, fleet, or industrial business-to-business channels.
A proven track record of delivering sustainable sales growth and profitability in highly competitive market environments.
Strong experience managing national or regional key accounts, including the development and execution of strategic account plans and Joint Business Plans.
Demonstrated success in driving business growth through original equipment manufacturer partnerships, key account management, dealer engagement, or strategic customer development.
Strong commercial acumen with the ability to identify opportunities, influence stakeholders, and deliver business results.
Experience representing the company externally and building credible relationships with senior customer stakeholders.

Responsibilities

Coordinate internal marketing, technical support, and cross-functional teams, as well as distributors, to plan, execute, and monitor activities and offers that deliver business objectives within Super Dealers and strategic accounts.
Deliver volume and gross margin targets for selected key accounts while managing trade customer contribution and budgets.
Lead and coordinate development of annual Super Dealer and key account plans; ensure alignment with business strategy, partner agreements, internal marketing initiatives, key account expectations, company health, safety, security and environment standards, ethical standards, and agreed performance indicators.
Contribute to and execute the regionally agreed prospecting strategy, including allocating time and resources, coordinating and interpreting market data, managing senior stakeholders and relationships, and handling tender and offer processes across territories, countries, or channels.
Conduct monthly reviews of key prospects and at-risk accounts with staff, and report account gains and losses internally through the Sales and Operational Planning process.
Prepare monthly forecasts for assigned accounts as part of the regional Sales and Operational Planning demand plan, including analysis and projection of base and incremental volumes, new products, and account gains and losses.
Monitor in-month performance and flag opportunities and vulnerabilities through the Sales and Operational Planning process.
Ensure customers comply with health, safety, security and environment, product quality, brand, and ethical standards as the single point of accountability.
Execute detailed regional plans and sales processes focused on acquiring new customers.
Comply with Castrol's Code of Conduct, Values and Behaviors, and health, safety, security and environment standards.
Use Salesforce customer relationship management tools daily to manage account relationships and build sustainable relationships throughout customer and company organizations.
Use available digital tools for territory management, including Salesforce, Power BI, Tableau, and Castrol Insights.

Desired Qualifications

Prior experience in the lubricants industry is preferred.

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

About the team

The role ensures to coordinate well between internal marketing, technical support and cross function and externally with distributor to oversee proper planning, execution and monitoring of the activity set/ offers meant to deliver the business objectives within these Super Dealers (SD) and strategic accounts. The role is responsible for delivering Volume, GM targets of the selected Key Accounts as well as managing TCC and budgets.

Key Tasks

Lead and coordinate the development of the annual Super Dealers / Key Account plan process in the area of responsibility. Ensure that all SD/ Key Account Plans are aligned with the overall business strategy, our agreements with strategic partners (SD/Key Account etc), the internal marketing initiatives, the Key Account’s expectations as well as the compliance with the company HSSE and Ethical standards. Aggregate all plans, and ensure they align with the agreed performance indicators for both the Key Account and the company.
Input to and execute a regionally agreed Prospecting strategy, including allocation of time and resources in the area of responsibility, coordination and interpretation of market data, senior stakeholder and relationship management and tender/offer processes, which may cross over several territories and/or countries, as well as channels.
Conduct monthly regular robust review of key prospects and accounts at risk with staff and report gain and lost account results internally through the Sales & Operational Planning (S&OP) process.
Forecast monthly for in-charged accounts as part of region’s S&OP demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.
Accountable to monitor in-month performance and to flag opportunities and vulnerabilities as part of the S&OP process.
Act as single point of accountability to ensure our customers are compliant with all HSSE, Product Quality, Brand and Ethical standards.
Execute detailed plans and manage sales processes in the region with the focus on acquisition of new customers.
Compliance with Castrol’s Code of Conduct, Values and Behaviors and HSSE Standards.
Effective daily use of Salesforce Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.
Ensure utilization of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights.

Experience Required

8-15 years of commercial sales experience, preferably within lubricants, automotive, OEM, dealer networks, fleet, or industrial B2B channels.
Proven track record of delivering sustainable sales growth and profitability in highly competitive market environments.
Strong experience managing national or regional key accounts, including the development and execution of strategic account plans and Joint Business Plans (JBPs).
Demonstrated success in driving business growth through OEM partnerships, key account management, dealer engagement, or strategic customer development.
Strong commercial acumen with the ability to identify opportunities, influence stakeholders, and deliver business results.
Experience representing the company externally and building credible relationships with senior customer stakeholders.
Prior experience in the lubricants industry is preferred.

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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