Account Manager

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

• Responsible for executing key account(Chain store / SAPD) strategies, plans and activities, co-working with internal team in China to achieve business targets.
• Responsible for cooperative relationships with key accounts while collaborating with their headquarter, distribution centers to implement brand support in the development of workshops, and increase in-store share.
• Identifying new account development opportunities, then coordinating external and internal resource to propose development plan.
• This position will report to key account manager and will communicate and collaborate closely with cross departments/ functions to achieve business goals.

• Customer Relationship Maintenance and Development: Responsible for the full-lifecycle relationship management of core chain customers, including regular visits (to headquarters, regional offices, and distribution centers), in-depth exploration of customer needs, timely response and closed-loop resolution of cooperation issues. Continuously strengthen customer stickiness, ensure cooperation stability, and increase the sales share of Castrol products.
•  In-depth Customer Insight and Sales Plan Formulation & Execution: Establish customer profiles based on
• Customer Relationship Maintenance and Basic Development: Be responsible for the daily relationship maintenance of core chain clients, and complete regular visits to the headquarters, regions, and branch warehouses as planned (including formulating visit plans, recording information, and providing feedback); proactively identify clients' basic needs, promptly respond to common issues in cooperation and attempt to resolve them initially. When issues are difficult to handle, report to superiors to seek support, so as to ensure stable cooperation and help increase the sales proportion of Castrol products.
• Customer Information Collection and Sales Plan Implementations: Conduct on-site visits (to headquarters, branch warehouses, and repair shop terminals), record customer feedback, competitor dynamics, and terminal needs, and organize them into complete customer files according to standard templates; combined with internal resources provided by the company, understand and break down annual/quarterly/monthly sales plans, promote the implementation of the plans, and consult superiors in a timely manner when encountering difficulties in execution.
• Sales Data Tracking and Preliminary Problem Sorting: When there is a discrepancy between actual sales and the plan, track core data (branch warehouse outbound volume, terminal sales velocity, inventory turnover days), and sort out data discrepancy forms by comparing with targets; combined with customer feedback and on-site observations, initially sort out potential sales/operation problems and form analysis records. When it is difficult to determine the root cause, report to superiors and assist them in completing problem diagnosis and coordinating internal resources. Attempt to propose solutions for customer problems, and set results, implementation KPIs, and timetables.
• Customer Plan Execution and Progress Closed-Loop Follow-Up: Promote the implementation of customer management plans and problem-solving solutions, and record the execution progress as required (such as replenishment completion status, promotion participation); summarize the data on plan execution effects monthly to form a basic summary report. If the execution fails to meet expectations, analyze possible reasons and put forward improvement

Experience

• Minimum 3 years’ experience in working in similar level of chain store or SAPD roles in after market.
• Strong sense of responsibility and commitment: Take full responsibility for customer relationships, customer sales volume, and customer project execution, with a rigorous result-oriented mindset.
• Data insight and diagnosis ability: able to analyze multi-dimensional data such as sales, inventory, and sales velocity. Combine customer feedback and on-site observations to accurately identify sales/operation pain points.
• Problem-solving and implementation ability: Develop specific and actionable solutions for pain points, promote the coordinated implementation of internal and external resources, verify results through data, and form a closed loop.
• In-depth customer management ability: Formulate annual/monthly customer management plans based on data and insights, and dynamically optimize them according to problem feedback to achieve a win-win situation between customer value and performance goals.
•  Cross-party coordination ability: Coordinate customers (headquarters/branch warehouses/terminals) and internal resources to ensure the smooth execution of plans and resolution of problems.

Skills & Competencies

• Learning agility: fast to learn and adapt new trends and changes in market.
• Proactiveness: stay active to enhance efficiencies and capture new opportunities.
• Communication skills: good at both Chinese and English written
• Creative thinking: ability to come up with creative solutions to business challenges in the fast-changing competitive environment.
• Organizational agility: flexible and agile in utilizing company resources and cross-functional teams.
• Strong attention to details.

Travel Requirement

Up to 50% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Account strategy and business planning, Agility core practices, Business Analysis, Commercial Acumen, Consultative selling skills, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Perspective, Internal alignment, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, market, customer and competitor understanding, Stakeholder Management

Legal Disclaimer:

We are an equal opportunity employer. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.

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.