Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Job Purpose

The Key Account Manager – Industrial is responsible for handling local distributor partners, intermediaries, and resellers across various customer industries. This role is accountable for both the development and execution of the indirect sales strategy, ensuring the achievement of financial performance targets and driving sustainable, long-term value for the company. A primary focus is on encouraging sustainable growth within the indirect channel, including the identification and acquisition of new distributor partners to establish a robust, high-quality network aligned with the business strategy. The position also involves providing comprehensive training on products and services, coaching third parties, and ensuring that the indirect channel salesforce is fully equipped to represent the GME business effectively to customers

Key Accountabilities

• Implement annual and multi-year strategic plans for indirect sales, supporting the development of channel strategies to optimize the value chain and deliver outstanding customer service.
• Ensure the achievement of financial targets by leading regional deliverables and implementing price interventions in line with competitive strategies.
• Develop, negotiate, and implement Joint Business Plans with collaborators, providing ongoing support in areas such as sales performance, capability development, customer offer deployment, HSSE, and compliance.
• Influence and allocate third-party partner resources to ensure alignment with strategic priorities within the territory.
• Mentor, empower, and guide third-party sales teams to standardize the execution of customer offers and programs, using resources such as distributor academies, marketing collateral, digital tools, and training to build distributor self-sufficiency.
• Champion the sales system framework, lead implementation KPIs, and ensure distributors possess the vital capabilities for excellent execution.
• Support distributors in developing value case testimonials and actively promote best practices.
• Conduct joint customer visits with Platinum distributors to enhance capability development and drive SmartGains framework implementation.
• Gather and analyze customer, market, and competitor insights to advise brand differentiation and support the offer pipeline.
• Lead virtual customer account teams, coordinating support from Customer Operations, GBS, and Technical Service teams, with clear delegation of responsibilities

Job Holder Requirements

Experience

• Minimum of 8 years of professional experience in sales and key account management.
• Strong understanding of lubricant products and broad technical knowledge.
• In-depth experience in relevant industries (e.g., power, machinery, metalworking fluids, commodities such as steel, mining, cement, rubber).
• Proven success in implementing marketing programs and offers

Skills & Competencies

• Advanced skills in key account management and relationship building with major customers.
• Highly organized, with a strong ability to identify and prioritize issues.
• Exemplifies company values, behaviors, and mindsets.
• Proven track record to develop and implement both strategic and tactical business plans, with a hands-on approach to driving business outcomes.
• Strong organizational and people leadership skills to build capable and sustainable teams.
• Agile leadership and adaptability to respond to dynamic market conditions.
• Ability to collaborate across functions and advocate for the channel within the market.
• Proficiency in English (intermediate level in all four skills).
• Adequate digital literacy

What we offer:

It’s crucial to us that the differences we see in the world around us are reflected in our workplace. Who you are is what counts, not where you’re from or how you live your life. At bp, we support our people to learn and grow in a diverse and ambitious environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly. There are many aspects of our employees’ lives that are meaningful, so we offer benefits to enable your work to fit with your life. These benefits include:

• Generous salary package including an annual bonus program and individual performance-based incentives.
• Excellent work-life balance & flexible working arrangements!
• Collaborative environment that celebrates achievements, diversity, and culture
• Ongoing career development and progression opportunities in a global organization
• 16 weeks paid parental leave (4 weeks partner leave)

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, Account strategy and business planning, Agility core practices, Business Acumen, Channel Management, Channel marketing activation, Coaching, Commercial Acumen, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Offer execution and growth, Partner relationship management {+ 2 more}

Legal Disclaimer:

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, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, 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.