Senior Key Account Manager

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 privacy.response@castrol.com.

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.