Business Development Manager - Commercial

BP - San Jose, CA4.0

Full-timeEstimated: $120,000 - $160,000 a year
EducationSkillsBenefits
BP is looking for talented, innovative and driven individuals to join our team. We support our people to learn and grow in a diverse and challenging environment. We believe that our team is strengthened by diversity. BP is committed to fostering an inclusive environment in which everyone is respected and treated fairly.

There are many aspects of our employees’ lives that are important, so we offer benefits to enable work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy and others.

This is an exciting opportunity for an individual to create value for the firm through growing BP’s marketing footprint. The individual will drive volume and margin opportunities through strategic business development, value based selling and cultivating customer relationships, optimizing product opportunities across terminaling areas and daily pricing. This person will help identify and co-develop value added products that meet targeted customer needs. The individual will own a P&L and be responsible for establishing sales through discretionary (spot / day deals) and contract rack fuel sales opportunities as well as bulk sales.

Business Development
The successful candidate will establish customer criteria, conduct potential customer assessments, perform demand / need analysis, and define a customer go-to-market strategy. The individual will be responsible for understanding local marketing area dynamics and inform opportunities to expand to other geographies. With a deep understanding of the local supply / demand dynamics, this individual will be responsible for determining modes of delivering highest netbacks (discretionary rack, term contract rack and bulk sales) across products and product components. The successful candidate will immerse themselves in understanding state and local regulations to inform opportunities and create demand to place renewable and bio products. This individual will assist the planning & optimization team in the creation of market area plans.

Sales & Relationship Development
The Business Development Manager will establish sales in new marketing areas through prospecting, strategic account planning, successfully converting prospect opportunities into long-term customer relationships as well as monetizing customer insights through achieving customer demand opportunities. The successful candidate will establish a hierarchy selling matrix based on customer segments and operating profiles. The Business Development Manager will employ the principles of the Challenger Sale and be adept at balancing value creation for the customer as well as the firm. The successful candidate will possess the ability to work strategically with customers to uncover and convert insight to opportunities, develop customer specific strategic account plans (in the prompt / up to 5 years) and co-establish customer goals and milestones to achieve. This individual will have the ability to work cross-organizationally being effective across a customer’s operations, supply and executive team by creating value based relationships. The individual will establish relationships with and actively participate in industry associations. To be effective, the individual will performance manage their territory based on a set of established key performance indicators and their plan goals. Will work closely with the sales operations, credit and legal teams.

Pricing & Optimization
The successful candidate will create value for the firm across a multitude of methods of monetizing products and product components, logistics and terminal positions. This individual will have responsibility for establishing daily discretionary rack pricing, as well as monitoring and maintaining sales inventory levels at the terminals. The Business Development Manager will work closely with the supply and trading organization to coordinate product inventory based on customers’ prompt and forecasted inventory needs. Will be adept at forecasting demand to optimize margin opportunities, meet customer demand while balancing working capital. Provides marketplace insights to inform opportunities to place product – increasing inventory or diverting based on opportunities in various geographies.

Key accountabilities
Create margin and revenue for the organization through generating profitable, discretionary and term.
Business Development: establish customer criteria, conduct potential customer assessments, perform demand / need analysis, and define a customer go-to-market strategy.
Works closely with Planning and Optimization and Supply group to optimize channel, customer and netback margins for fuel sales. Develop sales strategies in line with the market area plans to achieve stated goals.
Determine modes of delivering highest netbacks (discretionary rack, term contract rack and bulk sales) across products and product components.
Works closely with the supply and trading organization to coordinate product inventory based on customers’ prompt and forecasted inventory needs.
Has responsibility for establishing daily discretionary rack pricing, as well as monitoring and maintaining sales inventory levels at the terminals.
Manages long-term customer relationships while balancing short-term needs.
Use appropriate BP sales tools, such as forecasting tool, tableau, Account Reviews, Account Plan, Latest Estimate (LE) forecast, GFO 0, sales scorecard, rateability reports, weekly sales Flash report, volume clearance, etc. to performance manage his / her portfolio of business.
Ensure customers are meeting contract requirements; limits company exposure by managing customer credit and customer’s current volume forecast.
Present formal proposals to potential new customers or existing customers to grow term business.
Ensure appropriate functions are consulted throughout the sales process, such as: Legal, Finance, Credit, etc.
Works to establish a common set of goals and objectives linked to account plans with a focus on value creation, mutual ownership and execution.
Work closely with Sales Operations and BP support teams to deliver exceptional day-to-day customer support and operational excellence.
Apply the Challenger sales principles to growing customer portfolio (call planning, deconstruction of the commercial teaching pitch, negotiating value).

Essential Education
Bachelor’s degree required.

Essential experience and job requirements
BA/BS in business or related field
At least 5 years’ experience in B2B sales and/or in a customer facing role
Ability to travel up to 30% to meet with key customers, attend industry events and association meetings.
Other Requirements (e.g. Travel, Location)
There are no additional requirements. Please respond with N/A below.

Desirable criteria & qualifications
N/A

Relocation available
Negotiable

Travel required
Yes - up to 25%

Is this a part time position?
No

About BP
We are a global energy business involved in every aspect of the energy system. We have 75,000 employees in 80 countries, working towards delivering light, heat and mobility to millions of people, every day. We are one of the very few companies equipped to solve some of the big complex challenges that matter for the future. We have a real contribution to make to the world's ambition of a low carbon future. Join us, and be part of what we can accomplish together.

The Downstream segment has global manufacturing and marketing operations. It is the product and service-led arm of BP, made up of three businesses (Fuels, Lubricants, and Petrochemicals).

We aim to run safe and reliable operations across all our businesses, supported by leading brands and technologies, to deliver high-quality products and services that meet our customers’ needs.

Disciplined execution of our strategy is helping improve our underlying performance, capture opportunities for further growth, generate attractive returns and create a more resilient business that is better able to withstand a range of market conditions; and create opportunities for future growth.

The 4,400 employees of BP’s Fuels, North America business refine, store, move, deliver and market a wide range of distinctive and high-quality energy products that drive economic growth. Our U.S. refineries in Indiana, Ohio and Washington have a net daily processing capacity of 746,000 barrels. We manage more than 3,200 miles of pipeline and, through our interest in BP Midstream Partners LP, have an ownership stake in nearly 1,500 additional miles.

We also have a growing network of retail stations that provide fuels and convenience products to consumers at around 7,100 BP- and ARCO-branded sites, and close to 1,000 ampm convenience stores in California, Oregon, Washington, Arizona and Nevada.

Segment
Downstream

Closing Date
18-Mar-2019

Disclaimer
If you are selected for a position in the United States, your employment will be contingent upon submission to and successful completion of a post-offer/pre-placement drug test (and alcohol screening/medical examination if required by the role) as well as pre-placement verification of the information and qualifications provided during the selection process. The drug screen requires a hair test for which BP must be able to obtain a sufficient hair sample for analysis (~4 cm/1 ½” scalp, or > 2 cm/¾” body – arms & armpits/legs/chest)

As part of our dedication to the diversity of our workforce, BP is committed to Equal Employment Opportunity. Applicants will receive consideration for employment without regard for race, color, gender, religion, national origin, disability, veteran status, military status, age, marital status, sexual orientation, gender identity, genetic information or any other protected group status. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us or have one of your representatives contact us at BPUSApplicationAssis@bp.com or by telephone at 281.366.1999.

Read the Equal Employment Opportunity is the Law poster and the poster supplement - for more information about Equal Employment Opportunities. (Spanish version)

BP is an equal employment opportunity and affirmative action employer. View our policy statement.

Eligibility Requirements
If you are applying for a position in the United States, you must be at least 18 years of age, legally authorized to work in the United States; and not require sponsorship for employment visa status (e.g., TN, H1B status), now or in the future.