The role is responsible for enhancing profitability and sales growth by managing and developing business relationships across direct/B2B channels. This includes overseeing local distributor partners, intermediaries, and resellers, while building strong existing relationships and creating new business opportunities.
The position is accountable for driving the territory sales strategy and delivering financial performance targets through effective Joint Business Plans, disciplined performance management, and sustainable value creation.
The role also provides product and service training, coaching thirdparty teams to ensure the salesforce is capable, skilled, and aligned to represent the GME business effectively in front of customers.
Key Accountabilities
1. Drive Sales
- Implement annual and multiyear sales plans for the assigned territory, supporting development of channel strategies that improve the value chain and enhance customer delivery.
- Deliver financial targets by leading regional activities and price interventions aligned with competitive strategy (e.g., Joint Business Plans, Distributor Offers, Upselling, Indirect Sector Growth, SmartGains).
- Conduct key sales activities including volume and margin analysis, tender support, resolution of customer operational issues, and monitoring pricing performance to strengthen customer value perception.
- Develop, agree, and implement Joint Business Plans with distributor/channel partners, providing ongoing coaching and support across sales performance, capability, customer offer deployment, HSSE, and ethics/compliance.
- Spend at least 60% of time engaging directly with customers and distributors, building strong multi-level relationships that create insights and unlock business growth.
- Conduct joint customer visits with Platinum distributors to enhance capability and support SmartGains framework execution.
2. Offer Development Support
- Gather and interpret customer, market, and competitor insights to inform market intelligence, enhance brand differentiation, and support offer pipeline development.
3. Business Development
- Develop and maintain monthly detailed customer event maps, opportunities, and vulnerabilities as part of area business reviews feeding into Lubricants Business Management (LBM).
4. Customer Advocacy
- Lead virtual customer account teams to meet customer needs, coordinating with Customer Operations, Finance/Business Teams, and Technical Services, ensuring clear delegation of responsibilities.
Decision Rights
- Make customer-level pricing decisions within Delegation of Authority (DOA).
- Accountable for delivery of financial performance, including volume, turnover, and debtor management.
Job Holder Requirements
Education
- Minimum Bachelor's degree or equivalent experience or equivalent tertiary business qualification.
Experience
- Experience in B2B sales management with a consistent track record of achieving sales targets.
- Knowledge of shipping, oil & gas markets, global trends, and regulatory environments is desirable.
Skills & Competencies
- Strong ability to develop, maintain, and expand relationships with customers, OEMs, and industry bodies.
- Able to present persuasive commercial offers to senior customer partners.
- Proven ability to use internal and external networks to achieve business objectives.
- Skilled in cross-functional teamwork to secure support across the channel ecosystem.
- Comfortable using digital tools and applications to enhance the selling process and customer experience.
- Strong capability to develop and implement strategic and tactical business plans, prioritize effectively, and meet challenging targets and deadlines.
At bp, we provide the following environment and benefits to you:
- A company culture where we respect our diverse and unified teams, where we are proud of our achievements and where fun and the demeanor of giving back to our environment are highly valued
- Possibility to join our social communities and networks
- Learning opportunities and other development opportunities to craft your career path
- Life and health insurance, medical care package
- And many other benefits.
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform crucial job functions, and receive other benefits and privileges of employment.
