The Industrial National Account Manager (INAM) is responsible for new account acquisition and delivering sales and profitability goals by developing, leading, and growing Castrol’s corporate relationships with global/national Industrial customers in the US. The role drives strategy development with customers in the US Automotive Manufacturing Segment along with other assigned customers. The position will also provide coordinated leadership and support to local market sales personnel (TSM’s, etc.) working with NA customer facilities in their territory. Additionally he/she will offer support whenever possible to local sales personnel trying to gain access to National Acct (TNA) facilities. The role will continually review, evaluate and upgrade customer offers and the Castrol Value proposition for industrial national accounts.
The position is home based working remotely and autonomously throughout the US.
Develop profitable, long term strategic relationships with designated global and national accounts in the Americas
Develop and execute national account strategies and related objectives in line with Castrol business strategies and financial goals. Deploy those strategies with the extended sales/customer team to ensure execution
Co-lead Americas region execution of sales strategies for assigned global accounts developed in coordination with the Global Account Management team
Set, monitor, and meet ambitious mid-term and end-of-year financial targets for assigned accounts in support of Castrol Americas annual business objectives
Establish a robust performance internal management process for each account, including development of in-year and long term plans, identifying and realizing key milestones
Establish mutually agreed Castrol performance objectives with each account that reflect joint (customer and Castrol) priorities (i.e. opportunities to deliver value as they define it), and engage the broader Castrol customer team. Conduct regular reviews to go over progress at set intervals
Utilize value selling skills to enhance customer offers and perception of value
Develop and manage relationships at multiple levels of customer organization, including senior corporate relationships
Engage in accurate sales forecasting
Conduct safety observation conversations with colleagues
Support Finance for credit and cash collection
Key Performance Indicators:
Gross profit delivered to target
Accurate and proactive sales forecasting
Growth in share of national account customer wallet
Customer supplier excellence or supplier quality ratings
Minimum of a Bachelor’s degree in Business, Engineering or related field.
Essential experience and job requirements
Minimum 7 years of industrial sales experience
Minimum 3 years of large account management experience including work at all organization levels up to and including the executive suite
The ability to develop world class partnerships and relationships with large customers.
The ability to build a structured account strategy and plan through deep understanding of the customer's culture, operations, business needs, and priorities.
Must be technically competent and understand manufacturing processes
Experienced and comfortable using Microsoft Office Suite and skilled with using electronic media
Assigned National Accounts Gross Profit should exceed $5M; Growth expectations ranging from ≥ 10% annually
Other Requirements (e.g. Travel, Location)
There are no additional requirements. Please respond with N/A below.
Desirable criteria & qualifications
MBA a plus
Expertise in metalworking products and applications and/or Industrial Lubrication products and applications preferred
Yes - up to 50%
Is this a part time position?
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. 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 Lubricants aspires to be the best branded marketer in the global lubricants industry. We focus on creating superior value for our customers and consumers, through differentiated lubricants and related products, backed by excellent services and people, in an efficient and safe operation. We offer a wide range of lubricant products and services for the consumer, commercial, marine and industrial markets. Our brand portfolio includes Castrol, Veedol, Aral and BP, each backed by our commitment to high performance and leading-edge technology.
In the US, BP Lubricants has a well established reputation for innovation in our product offerings and go-to-market approach. Our premium, high performance engine oils are category leaders and we work closely with our channel partners to maintain and grow our business in a mutually beneficial manner.