Location: Guangzhou, Shanghai, Tianjin Description: Job title Regional Sales Manager Direct Sales Req ID 50133BR Job category Field Sales Direct Sub-category Sales Countries (State/Region) China Location Guangzhou, Shanghai, Tianjin Role Synopsis The Castrol Industrial Lubricants Business is part of the AIME which is part of Lubricants SPU. With a turnover of over $1 bn it is a significant player in the global industrial lubricants business. China Industrial is one of the largest contributors to this performance, with a turnover of $120 mn, a ROS of above 18%, employing 100 staff, both direct and contractors. China today accounts for 17% of global market volume, 15% of global market value. 37% of market value growth will stem from China over the next 5 years. Riding on the China growth story and the rapid growth in the Auto and Machinery industries in particular, by 2017 we will build a material and sustainable Industrial Lubricants business, more than doubling 2012 RCP to $50m and trebling our MWF and HPL GM. The job holder is responsible for organizing, leading and supervising the sales team to develop markets for both BP & Castrol Industrial lubricants in the region. Key accountabilities The incumbent will be responsible for providing operational and strategic leadership and management to the Regional Direct Sales organization to ensure that the customers are serviced by the delivery of the long term business vision and financial KPI’s as stated in the agreed business strategy and the achievement of specific in year initiatives and performance objectives agreed with the business (VOL, GM, SOW, TCC, Hero products, net cash flow, debtors etc.) The role involves organizing, leading and supervising the teams ensuring world class account management, profitability and customer service. The job holder is to execute the global Industrial strategy. The RSM – Direct Sales for Industrial China is directly responsible for a team of approx. 8 AM’s. Happy Customers To drive and implement the customer offer by the sales team by rigorous account segmentation & discipline, efficient customer basics, and knowledge based solutions & partnerships for targeted accounts. Develop and execute offers thru the value addition route while maximizing the businesses’ profitability and providing top line growth and thus ensuring high levels of customer satisfaction. Use CSM feedback and take proactive actions to prove that Castrol is a Value adding supplier. Build relationship with top management of important customers. Business and Growth Create and implement strategies and tactical business approaches to achieve and sustain market leadership positions in Auto and MM segments and in MWF and HPL applications Assume overall responsibility and accountability for the achievement of volume, revenue, expansion in gross margin and cost budgets for the Regional Direct sales organization. Take proactive steps to protect the GM in a fluctuating cost of goods environment thru pricing accelerator initiatives. Embed the culture of selling better and best range of products and leverage the performance lubricants portfolio through strategic interventions.. Efficiency Ensure that all sales activities and processes are Essential Education Engineering degree preferably Mechanical/Automotive Eng./Industrial & Production Management degree preferred although not essential Essential experience and job requirements Deep experience of the Lubricants business, at least 12 years, with a good appreciation of lubricant technology in service of product/service innovation. At least 5-8 years of strong B2B sales management experience with a sound understanding of the China Industrial Lubricants Market Excellent communication skills (English) particularly around influencing, negotiating and listening Strong interpersonal skills and presentation skills. Good people management skills in coaching & motivation and teamwork sense Ability to communicate in English and Mandarin; Computer literate Other Requirements (e.g. Travel, Location) Products and service knowledge – Good knowledge of tangible goods and services created to satisfy the needs and wants of customers and their role in creating value for BP and stakeholders Account & key account planning – the strong ability to plan approaches, tactics and offers for individual customers with the goal of maintaining BP/Castrol as the preferred brand/supplier – skilful application Customer relationship management – the ability to maintain and nurture customer relationships based on in-depth knowledge of the customers’ wants and needs and applying these to ensure profitability realization. Identifies programs to support continual customer satisfaction Ability to leverage and grow the business in a manner consistent with the agreed strategic direction Negotiation skills – has good knowledge of the negotiation process and successfully plans and runs negotiations and be able to effectively closes negotiations with achievement of sale accomplished Leadership Excellent track record of leadership, including delivery of material business results within a complex internal/external environment. Must have a passion for motivating, coaching and developing people with the objective of enhancing the performance of teams. Ability to operate at all levels in the organization at both regional and country levels with the flexibility and ability to respond quickly to the operational demands on the ground. Desirable criteria & qualifications none Relocation available No Travel required Yes – up to 50% Is this a part time position? No About BP Our business is the exploration, production, refining, trading and distribution of energy. This is what we do, and we do it on a truly global scale. With a workforce of over 80,000 employees, BP operates with business activities and customers in more than 80 countries across six continents. Every day, we serve millions of customers around the world. We are continually looking for talented, committed and ambitious people to help us shape the face of energy for the future BP has been operating in China since the early 1970s. With a total investment of US$4.7 billion at the end of 2009, BP is one of the leading foreign investors in China. BP’s business activities include offshore gas production, chemical joint ventures, aviation fuel supply, LPG import and marketing, oil product and lubricant retailing, solar power installations and manufacturing, and the sales of chemicals technology. In addition to these commercial projects, BP has been actively engaged in energy research activities, particularly clean energy and alternative energy R&D initiatives, aiming to develop clean, sustainable and local energy solutions to support the Chinese economic development. The projects we are involved in include - Clean Energy Facing the Future – a 10-Year R&D initiative in partnership with Chinese Academy of Science – Clean Energy Commercialization Centre, a research joint venture in Partnership with Chinese Academy of Science – BP- Tsinghua Clean Energy Research and Education Centre – BP-Sun Yat-Sen University Center for LNG Education, Training and Research In parallel, BP has been working to invest in the community to help address the local issues. By the end of 2009, BP’s total community investment in China exceeded US$12 million and BP’s community practices have been recognized by “2007 Multinational Corporation with Utmost Core Competitiveness in China” Award jointly issued by UNEP and China International Institute of Multinational Corporations, and also “China’s Best Co Segment Refining & Marketing Closing Date 20-Nov-2014 - See more at: jobs.bp/cn/shanghai/sales/jobid5562891-regional-sales-manager-direct-sales-jobs#sthash.A7zdYQmM.dpuf Apply to this job #Beijing #News
Posted on: Fri, 01 Aug 2014 09:49:52 +0000
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