Castrol

Global producer of high-performance lubricants

Key Account Specialist

Account ManagementConfirmed live in the last 24 hours

Full-timeNo salary listedRemote

About the Job

Requirements

A bachelor's degree is required; an engineering degree is preferred.
At least 10 years of experience in Sales or Marketing, including exposure to industrial product sales.
At least 5 years of experience managing relationships in large national or transnational accounts.
Proven cross-functional working experience.
Knowledge of products and services, customer segmentation and channel management, account strategy and planning, customer relationship management, sector, market and competitor understanding, customer profitability and value chain understanding, value proposition, measuring and demonstrating customer value, contracts and contract management, terms and value negotiations, consulting and selling, and deal closure.

Responsibilities

Develop and manage selected key account customers, develop new business, grow share, and design and implement account strategy to deliver short-term financial targets and middle- and long-term account strategy.
Deliver financial results for assigned key accounts, including volume, turnover, and gross margin.
Understand industry trends, customer insights, and technology developments; communicate findings to enhance the offer for key accounts and share trends and successful offers with the wider team.
Develop short- and long-term account strategies, identify required resources, and implement them through Key Account Plans.
Construct and understand the overall key-account contact map and build multilevel relationships, especially with senior management, through events, meetings, and workshops.
Build and maintain a strong account pipeline to deliver volume, NTO, and new-customer acquisition objectives; use Key Account Plans, customer relationship management systems, and pipeline digital tools to document customer activities.
Work with regional sales and functional teams to deliver and modify value propositions for key accounts, including products, applications, services, strategic alliances, co-development, and senior strategic partnerships, to achieve sustainable and profitable growth for Castrol Industrial.
Set growth targets for each key account, identify execution resources, and develop and maintain strategic account plans.
Design milestones for each growth project with clear growth targets and manage the milestones using project management principles while engaging stakeholders.
Communicate progress, barriers, and resource concerns to internal and external stakeholders; leverage resources to resolve problems and advance projects.
Ensure business activities comply with the company code of conduct, country legislative requirements, and Health, Safety and Environment policies.

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

The Key Account specialist is responsible for developing and managing selected key account customers. The role is accountable for developing new business, growing our share, designing and implementing account strategy to deliver short-term financial targets and middle/long term account strategy,
This position requires business development, key account management, stakeholder management including sales skills to secure profitable partnerships

Key Accountabilities

Accountable for financial delivery – Volume, Turnover and Gross Margin from the assigned Key accounts
Deep understanding of industry trend, customer insight, and technology developments; communicate these findings to enhance the total offer for the key accounts. Share the industry trend and success offers with whole team to contribute to a wider winning in this sector.
Develop short and long-term account strategies, identify resources needed and responsible for implementations via Key Account Plan.
Construct and understand the overall KA contact map; build multi-level relationship especially strong relationship with senior management team through various event, meeting, and workshops
Build and maintain a strong pipeline of accounts to deliver volume, NTO & new customer acquisition objectives. Utilize KAP, CRM and pipeline digital tools to document customer activities
Interact with regional sales 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
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
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
Ensure all the business activities conform to company’s code of conduct, country legislative requirements as well as Health, Safety and Environment policies

Education

Bachelor’s degree with engineering degree preferred

Experience

10+ years of experience in Sales / Marketing including exposure to Industrial product sales.
5+ years in managing relationships in large accounts – National / Transnational
Proven cross-functional working experience

Skills & Competencies

Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Sector, Market & Competitor Understanding, Customer Profitability & Value Chain Understanding, Value Proposition, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Term & Value Negotiations, Consulting & Selling Skills, Deal Closure

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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