[Hiring] National Account Manager @bp

Role Description

The HD National Account Manager manages existing national-scale customer accounts and develops new business in the Heavy Duty Lubricant sector. The customer base is truly national in scope and crosses a wide geographic footprint including current accounts and active prospects. The customer relationship will be complex and requires a keen focus on managing the relationships and deliverables in both a centralized and decentralized customer structure. The NAM will serve as the SPA for all customer issues across all support functions.

• Prospect, engage, and close large pieces of new HD business.
• Maintain a robust prospect pipeline which includes information on volume usage, brand current used, contact information, and other relevant information.
• Manage assigned current accounts and deliver those customers specific KPIs that support the overall HD strategy.
• Manage all national account program offers including trade loans, market development funds, conversion discount allowance.
• Develop and manage the contact map to maintain and develop appropriate personal relationships within the customer base.
• Develop pricing strategy recommendations, pricing coordination, and long-term market outlook for focused segments.
• Work closely within the NA Sales and Field Engineering Team to deliver on group objectives.
• Negotiate the deep and complex portfolio of products and programs that drives a foundation for moving customers from traditional products to an enhanced performance product platform and move customers along the Maintenance Journey.
• Leverage LabCheck oil analysis programs to enhance the growth and long-term retention of customers.
• Work collaboratively with Field Engineering teams on all LabCheck oil analysis training, report generation and customer presentations.
• Work with the Indirect Region Managers and DBMs to ensure service levels and product distribution to the HD national accounts.
• Accurately forecast monthly product demand for HD national accounts.
• Effective daily use of Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.
• Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
• Utilization of digital tools available to support territory management.
• 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.

Qualifications

• Bachelor’s degree in Business or Engineering desired.
• A minimum of 5 years direct sales experience with focus on large national customers.
• Committed; self-starter with little need for direction or supervision.
• Proven ability in large account management.
• Demonstrated capability in developing and closing new business.
• Excellent interpersonal, communication and presentation skills.
• Ability to think strategically to develop / execute long-term account growth and trade up.
• Highly knowledgeable of industry trends and market value chain.

Requirements

• Up to 50% travel required.

Benefits

• This position is eligible for US Benefits Select.
• This position offers paid vacation depending on your years of relevant industry experience and will range from 120 – 240 hours of vacation per year for full time employees (60 - 240 hours of vacation per year for part time employees).
• You will also be eligible for 9 paid holidays per year and 2 personal choice holidays.
• bp has a parental leave policy which offers up to 8 weeks’ paid leave for the birth or adoption of a child.
• We offer a reward package to enable your work to fit with your life, including a discretionary annual bonus program, long-term incentive program, and generous retirement benefits that include a 401k matching program.
• As part of bp’s wellbeing package, bp offers access to health, vision, and dental insurance, as well as life and Short-Term Disability and Long-Term Disability.