Job Description

Travel required

Negotiable

About BP

CUSTOMER AND PRODUCTS

We\'re gearing up for the future. At bp our goal for C&P is to deliver the future of mobility, energy and services for our customers by innovating with new business models and service platforms.

C&P will become a hub, housing our midstream, lubricants, aviation, sale of chemicals, mobility and \xe2\x80\x8econvenience, marketing and our next-generation businesses, making it a highly integrated and \xe2\x80\x8einterconnected organisation. And with safety being our core value, our commitment to safe and reliable operations will never change.

Want to join the team? This means:

• being customer-centric, agile and responsive to changing customer needs and dynamic markets
• focusing on growth and development of customer offers
• optimising the chemicals and fuels value chains to maximise integrated value
• contributing to the reduction of carbon intensity of the products we create, and sell, by 50% by 2050 or sooner
• creating strategic partnerships that drive long-term value for C&P
• being digitally enabled and empowered by customer insights and data to deliver solutions.

Job Family Group

Sales Group

Legal disclaimer

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic background, neurodiversity/neurocognitive functioning, veteran status or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodations.

Job Profile Summary

About Castrol India Limited

Castrol is a leading lubricant brand globally and is part of the bp Group, one of the largest energy companies in the world. In India, Castrol is a publicly listed company and operates in the Automotive, Industrial and Marine lubricant sectors. With strong brands, continuous innovation, enduring stakeholder relationships and highly energized employees, we have maintained our market leadership position in India for more than 100 years. Our manufacturing and distribution network in India includes three blending plants and 330 distributors who reach consumers and customers through 100,000+ retail outlets.

Success has no limits at Castrol and we offer our employees a fast paced learning environment and an opportunity to develop careers around functional specialization or on a general management track. Castrol India has consistently groomed top talent to take on leadership roles within the bp group, be it in India or globally.

We are currently looking for OEM & Key Accounts Manager India based at Mumbai with details mentioned below:

The OEM Manager will lead a team of National & International Key Account Managers, while taking accountability for new business development & a number of key customers, and will oversee proper planning, execution and monitoring of all aspects of the company\'s OEM sales strategy in a defined geography. He/she will ensure that the right level of resources (within DoA) are allocated to activities and accounts, and that the capability of the team, at individual and group level, is aligned with current and future requirements.

Time Type

Full time

Job Advert

Key Accountabilities:

• Lead and coordinate the development of the annual Key Account plan process in the area of responsibility. Ensure that all Key Account Plans are aligned with the overall business strategy, our agreements with strategic partners (OEM 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.
• Focus & identify future growth areas within OEM\'s, monitoring their development plans, stakeholder management and collaboration especially in EV, Sustainability & Future Mobility verticals. Input to and execute agreed prospecting strategy, including allocation of time and resources in the area of responsibility, RTM changes, coordination and interpretation of market data and tender/RFQ offer processes, which may cross over several territories and/or countries, as well as channels.
• Manage senior level relationships with key strategic OEM partners and customers and develop high quality & sustainable relationships.
• Coaching the team of account managers in the implementation of the annual Key Account plans and the Prospecting Strategy through joint visits and senior relationship management and by ensuring capability gaps are identified and training / development plans adhered to, resources are made available as agreed and stakeholders support and engagement provided.
• 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.

Job Holder Requirements (Minimum education, experience & capabilities):

Education

• Engineering graduate degree in any discipline (Mechanical or Electrical Engineering preferred). Knowledge on Electric Vehicles & battery technologies & related ecosystem, emerging technologies esp. transmission & thermal technologies knowledge will be desirable

Experience

• Having 15+ years of automotive OEM sales management experience with at least 10 years of OEM Key account management experience with profit centre deliverables is a critical expectation
• Customer and channel management experience. Proven cross functional project management experience and working within multilayers of an organization. Proven experience in the execution of Technology demonstration, long term contract & supply chain management including awareness on driving cost competitiveness across product portfolio including experience in the management of marketing programs and offers in the relevant space.

Skills & Competencies

• Key Account Management and building relationships with large customers
• Role model the BP Values and Behaviors and Castrol Mindsets
• Ability to develop and implement strategic and tactical business plans and to be hands on and drive the business with direct responsibility
• A strong organization and people orientation to be able to build strong, capable and sustainable organizations
• Agile thought leadership and action to be able to respond to changing market environments and dynamic business situations
• Ability to work across functions and gain support for the Channel in the market
• Key Account Management and building relationships with large customers

Products & Services Knowledge, Customer Segmentation & Channel Management, Account Strategy & Planning, Customer Relationship Management, Distributor Management, Customer Profitability & Value Chain Understanding, Measuring & Demonstrating Customer Value, Leading Understanding of Contracts & Contract Management, Deal Closure

Experience Level

Senior

BP