Key Account Manager – OEM/FWS at BP · Johannesb…

Key Account Manager – OEM/FWS
Location: South Africa - Johannesburg
Job Family Group:
Sales Group

Job Description:
This role is responsible for driving sales growth and profitability within the OEM/FWS (Original Equipment Manufacturer/First-Fill Service) sector for BPSA Lubes, managing key accounts, and fostering strong customer relationships.
Develop and execute strategic account plans to achieve sales targets and market share growth within the OEM/FWS segment.
Proactively identify and pursue new business opportunities, leveraging prospecting and pipeline management skills.
Conduct in-depth category spend profiling to understand customer needs and identify value creation opportunities.
Apply consultative selling skills to develop tailored lubricant solutions that address customer-specific requirements.
Negotiate complex contracts and agreements, focusing on value creation for both BPSA Lubes and the customer.
Manage pricing strategies and ensure competitive positioning within the market.
Build and maintain strong, long-term partner relationships with key OEM/FWS accounts.
Facilitate internal alignment across various departments (e.g., supply chain, technical, marketing) to ensure seamless service delivery.
Utilize customer segmentation techniques to optimize resource allocation and personalize engagement strategies.
Conduct thorough customer and competitor analysis to identify market trends, threats, and opportunities.
Prepare accurate sales forecasts and demand plans to support operational efficiency.
Act as a coach and mentor to junior team members, fostering a culture of continuous improvement.
Effectively manage stakeholders, both internal and external, to drive project success and achieve business objectives.
Demonstrate strong listening skills to deeply understand customer pain points and provide effective solutions.
Embrace and implement Agility core practices to adapt to changing market conditions and customer demands.

Job Qualifications:
Proven experience as a Key Account Manager, particularly within the OEM/FWS sector.
Demonstrated expertise in Agility core practices.
Strong analytical skills, including category spend profiling.
Excellent coaching and mentoring abilities.
Exceptional consultative selling skills.
In-depth understanding of customer and competitor dynamics.
Proficiency in customer segmentation strategies.
Ability to foster strong internal alignment.
Outstanding listening and communication skills.
Proven track record in negotiating value-driven agreements.
Experience in partner relationship management.
Solid understanding of pricing management principles.
Proficiency in prospecting and pipeline management.
Experience with sales forecasting and demand planning.
Familiarity with sector-specific challenges and opportunities.
Strong stakeholder management capabilities.
We support our people to learn and grow in a diverse and challenging environment. We believe that our team is strengthened by diversity. We are committed to crafting 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 can include flexible working options, collaboration spaces in a modern office environment, and many others benefits.

Travel Requirement:
No travel is expected with this role

Relocation Assistance:
This role is not eligible for relocation

This position is a hybrid of office/remote working

Agility core practices, Agility core practices, Business Acumen, Business Analysis, Category spend profiling, Channel marketing activation, Coaching, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Dialogue enablement, Digital Fluency, Internal alignment, Listening, Managing strategic partnerships, market, Negotiating value, Offer and product knowledge, Operational pricing, Partner relationship management, Pricing Management, Prospecting and pipeline management {+ 2 more}
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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.