National Account Manager - Heavy Duty

2d•Remote

About The Position

The HD National Account Manager manages existing national-scale customer accounts and develops new business in the Heavy Duty Lubricant sector. The customer base is truly national in scope and crosses a wide geographic footprint including current accounts and active prospects. The customer relationship will be complex and requires a keen focus on managing the relationships and deliverables in both a centralized and decentralized customer structure. The NAM will serve as the SPA for all customer issues across all support functions. Prospect, engage, and close large pieces of new HD business. Maintain a robust prospect pipeline which includes information on volume usage, brand current used, contact information, and other relevant information. Manage assigned current accounts and deliver those customers specific KPIs that support the overall HD strategy. Manage all national account program offers including trade loans, market development funds, conversion discount allowance. Develop and manage the contact map to maintain and develop appropriate personal relationships within the customer base. Develop pricing strategy recommendations, pricing coordination, and long-term market outlook for focused segments. Work closely within the NA Sales and Field Engineering Team to deliver on group objectives. Negotiate the deep and complex portfolio of products and programs that drives a foundation for moving customers from traditional products to an enhanced performance product platform and move customers along the Maintenance Journey. Leverage LabCheck oil analysis programs to enhance the growth and long-term retention of customers. Work collaboratively with Field Engineering teams on all LabCheck oil analysis training, report generation and customer presentations. Work with the Indirect Region Managers and DBMs to ensure service levels and product distribution to the HD national accounts. Accurately forecast monthly product demand for HD national accounts. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts. Effective daily use of Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization. Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards. Utilization of digital tools available to support territory management Adopt and utilize the Castrol mindset which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo.

Requirements

Bachelor’s degree in Business or Engineering desired
A minimum of 5 years direct sales experience with focus on large national customers.
Committed; self-starter with little need for direction or supervision.
Proven ability in large account management.
Demonstrated capability in developing and closing new business.
Excellent interpersonal, communication and presentation skills.
Ability to think strategically to develop / execute long-term account growth and trade up.
Highly knowledgeable of industry trends and market value chain.
Account Strategy & Planning
Term & Value Negotiations
Deal Closure
Customer Relationships Management
Consulting & Selling Skills
Customer Profitability & Value Chain Understanding
Products & Offer Knowledge
Prospect & Pipeline Management
Up to 50% travel required.

Responsibilities

Manage existing national-scale customer accounts and develops new business in the Heavy Duty Lubricant sector.
Serve as the SPA for all customer issues across all support functions.
Prospect, engage, and close large pieces of new HD business.
Maintain a robust prospect pipeline which includes information on volume usage, brand current used, contact information, and other relevant information.
Manage assigned current accounts and deliver those customers specific KPIs that support the overall HD strategy.
Manage all national account program offers including trade loans, market development funds, conversion discount allowance.
Develop and manage the contact map to maintain and develop appropriate personal relationships within the customer base.
Develop pricing strategy recommendations, pricing coordination, and long-term market outlook for focused segments.
Work closely within the NA Sales and Field Engineering Team to deliver on group objectives.
Negotiate the deep and complex portfolio of products and programs that drives a foundation for moving customers from traditional products to an enhanced performance product platform and move customers along the Maintenance Journey.
Leverage LabCheck oil analysis programs to enhance the growth and long-term retention of customers.
Work collaboratively with Field Engineering teams on all LabCheck oil analysis training, report generation and customer presentations.
Work with the Indirect Region Managers and DBMs to ensure service levels and product distribution to the HD national accounts.
Accurately forecast monthly product demand for HD national accounts.
Effective daily use of Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.
Compliance with bp’s Code of Conduct, Values and Behaviors and HSSE Standards.
Utilization of digital tools available to support territory management
Adopt and utilize the Castrol mindset which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo.