In this role, you will be in charge of identifying and securing quality sites and greenfield opportunities in target markets, prospecting in direct sales (70% of time) and for the remaining supports a profitable portfolio of accounts, championing Castrol's Value Selling principles and the SmartGains framework to develop existing relationships with customers and deliver profitable growth via new customer acquisitions. Ensures long term growth by always seeking sufficient prospect customers

We also expect you to drive rigour and discipline in prospecting pipeline management through the Vulnerabilities & Opportunities (V&O) module in InSite. Run the handover of converted business into direct or indirect channels as per the business strategy and resource availability.

You should be able to navigate conversations across a diverse contact map at all levels and through all functions of the customer to build strong relationships that build trust, generate powerful insights and enable business growth. This includes establishing relationships with wider BP E&P organizations to influence and contribute to existing group relationships across the GME sectors.

You will be responsible for enhancing value and delivery of Castrol's offer by building, maintaining and disseminating market intelligence that leads to development activities for current & future offers alike and opportunities for differentiation.

Except the scope above, we also expected you to:

• Be seen as an inspiring leader and brand ambassador accountable to demonstrate and validate the commercial value of Castrol's market offer in an on-going basis using Value Selling techniques and the SmartGains framework to identify customer needs and aligning customer to Castrol's sources of value.
• Builds a robust plan for each customer volume/ GM delivery within portfolio of accounts and identifies areas to exploit further organic growth.
• Conducts sales activities such as volume and margin analysis, supporting tender activity, resolving customer operational issues and monitoring pricing performance integrity to enhance customer perception of value.
• Develops and regularly updates detailed monthly customer forecasts, opportunities & vulnerabilities for the regional demand review which drives the LBM (Lubricants Business management) forecasting tool.
• Leads and project manages the deployment of global tools and processes to enable and support growth in the region in line with strategy. Advocates tools such as Passport to collaborate across functions

Experience & Expertise

• Minimum Graduate or tertiary business qualification with 8-10 years equivalent experience
• Customer orientated and ability to drive customer responsiveness and insight
• Ability to be hands on and drive the business with direct responsibility. Self-motivated, possess enthusiasm, perseverance, and a strong desire to succeed
• Flexibility of thought 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 businesses in the Region
• Comfortable with leveraging digital tools and applications to support the selling process and enhancing customer experience.
• Ability to develop and implement strategic and tactical business plans to meet and set
• challenging personal and team targets, schedules and deadlines through constructive prioritization and time management

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, gender, sexual orientation, age, marital status, veteran status, or disability status.

上班地址：shanghai