Senior Account Manager

Job Purpose 

• Growth in OEM/FWS accounts is a key growth lever identified in business strategy 

• The role is responsible to deliver sales performance targets including Volume, net turnover, gross margin and other targets based on business requirement.  

• The role is also responsible for screening prospect partners, managing distributors to develop SD accounts, work with distributors to manage the end to end sell in, sell out results according to the company framework, implement the pricing and value chain strategy, manage the 4S workshops sell out result under the framework including Sell Out volume, workshop coverage, in store share, ROI of Castrol investment into workshops.  

• Support KAM to transform the SD business and coach distributors to implement the updated policy and framework continue to develop new accounts alongside the market/account dynamic progress to build up the pipeline and manage the risk  

Key Accountabilities 

• Develop a strategic approach and business development plan for every Account prospect, fully aligned to the overall SD business strategy and deliver the assigned sales target including volume, turnover, gross margin and other KPIs  

• Transform and implement assigned pricing and value chain framework working with distributors, implement the end to end Sell In and Sell Out management according to the designed framework.  

• For SD accounts, build a standardized cooperation system, connect with each store under the group, establish a collaborative operating model between group headquarters and terminal stores, and realize batch cooperation implementation across multiple stores and regions. 

• Collect information on 4S workshop operating status, customer needs, terminal competitor policies, market price dynamics and store pain points to provide data support for company policy adjustment, product optimization and market deployment. 

• Based on company products, policies and promotional activities, carry out in-store promotion, product briefing and campaign linkage activities in 4S workshops, support stores in traffic generation, conversion and deal closing, and improve terminal store sell-out volume and conversion rate. 

• Review, monitor and deliver financial performance targets for the assigned accounts including Sales Volume, Sales Revenue and other KPI per PU requirement.  

• Responsible for account demand forecast in line with the company S&OP requirement, forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts. 

• Monitor competitor activity timely in marketplace and accounts and recommend actions required to growth or defend business. 

• Continuously explore and identify new opportunities to build up pipeline, work with KAM and marketing on product, offer development; keep open-minded on innovative offer to enhance our competitiveness  

• Fully utilize all available internal & outside resources and support functions to ensure targeted accounts receive professional service & marketing support to strengthen partnership & maximize sales. 

• 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

Summary Decision Rights 

• Propose the sales targets for each account within the assigned accounts and distributors  

• Propose the channel activation activity set within the assigned SD clients.  

Education 

• Minimum Bachelor Degree

Experience 

• 8-10 years working experienc