Leads the Direct Sales team and develop channel sales strategy and performance targets. Responsible for leadership, direction and strategic management of a diversified set of Direct Accounts across Automotive National Accounts, Retail and Commercial Vehicles in the US including technical / engineering support services. The role is accountable for delivery of channel objectives in the market(s) including Volume, Gross Margin, Profit, Working Capital, Health, Safety, Security & Environment. As a member of the Leadership Team and reporting to the US & Canada President, role is also accountable for delivery of the Operational Business Plan (OBP) & financial results for the country (Volume, Gross Margin, Total Cash Costs, Profit, Working Capital).
Although the preference is to have this role report to the office in Wayne NJ, consideration will be given to all locations as working from home could potentially be an option for the right candidate.
Lead the Direct Sales team comprised of 50 employees by building an efficient and integrated business, ensuring strategic focus is maintained and financial targets delivered for Retail, Automotive National Accounts and Commercial Vehicle Direct business ($675m Annual Net Turnover).
Implement the strategy for the channel by translating it into clear plans at both team and individual level. Support strategy development activities for the channel to serve sustainable long term value creation
Lead, coach and motivate sales team to achieve the targeted performance metrics via the implementation of account plans and prospecting strategy through joint visits and senior relationship management
Manage high level senior relationships with key strategic partners and customers within the channel
Develop channel succession plans by building a robust talent pipeline, growing leadership capability and technical expertise, establishing a culture of excellence and high performance and embedding BP’s Diversity & Inclusion agenda.
Support the development of key account capability within the organization to deliver world class account management and prospecting to drive step change growth through the sales pipeline.
Monitor aggregated Account Plans and Prospecting Strategy implementation vs agreed performance indicators and make interventions as necessary.
Improve and deliver customer experience in targeted sectors and customer groups. Ensure delivery of our promises by seeking continuous improvement and efficiency in all operations making sure the voice of the customer is represented in every decision we make. Drive standardisation of our sales offers in line with our basic customer offer.
Ensure that all activities conducted through 3rd parties or intermediaries in channel comply fully with our own Code of Conduct and local competition legalisation. Ensure compliance with country regulations, BP Group, Segment and regional policies and standards.
Manage multiple priorities & allocate resources appropriately to maximize longer term value while meeting in year financial targets
Responsible for trade loan programs balancing market conditions, customer requirements, monetary exposure and environmental liability
Lead the channel volume forecast by ensuring accuracy and proper vetting through the Sales & Operational Planning Process
Provide forecast updates as required throughout the year, develop & meet all relevant department budget / financial targets
Bachelor's Degree required.
MBA in Business or related discipline strongly preferred.
Essential experience and job requirements:
10+ years of management experience in B2B sales & marketing / related functions, including sales leadership experience. Proven track record of strategic thinking and experience effectively leading and motivating teams. Experience working in a matrixed organization with complex customer interfaces. Experience managing negotiations at a senior level.
Sales & Marketing competencies, strategic and financial delivery capability in a complex environment, exemplifies BP’s Values & Behaviours. Track record of confidence representing the company externally and dealing professionally with large strategic partners and prospects.
Other Requirements (e.g. Travel, Location):
There are no additional requirements. Please respond with N/A below.
Desirable criteria & qualifications:
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.
BP Lubricants is a world-leading manufacturer, distributor and marketer of premium lubricating oils and greases. As a proud member of the BP group, our global reach extends into 44 countries and we market our products in over 75. It’s a complex operation of many moving parts – made possible by a close-knit network of over 7,000 talented employees across eleven different functions.
Among us, you’ll find engineers and technologists. Business managers and analysts. We work in offices, in labs, by the race track and on the shop floor. We’re creators, innovators, thinkers and networkers. Graduates, parents, leaders and experts. We share ideas from every background and support every bold ambition. And we benefit from our combined experience, from every walk of life. Together, we’re keeping the world moving. So we’re immensely proud of what we do.
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)
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