Key Account Manager (California, Nevada, Arizona)

1d•Hybrid

About The Position

The Key Account Manager leads the regional growth agenda for Castrol’s Industrial Lubricants business. The role will focus on identifying and closing new business opportunities with both new customers and within existing customer accounts. The role will be accountable for Volume and NSV at existing and new accounts, as well as business development critical metrics that support new customer acquisition. The Key Account Manager will be a center of regional expertise in prospecting and sales pipeline management, along with maintaining strong customer commercial relationships.

Requirements

University degree or equivalent, preferably in technical field or engineering
Minimum of 5 years industrial sales or relevant B2B sales.
Expert in CRM and other digital sales tools, along with proficiency in Microsoft office tools
New Customer prospecting and ability to demonstrate “hunter” attitude.
Ability to develop and work with informal networks and across organizational boundaries.
Expertise in value selling and cross selling methodologies to expand customer value.
Demonstrated ability in offer development and financializing deal metrics.
Ability cultivate senior customer relationships organizations and manage interested parties.
Ability to think strategically and translate into opportunities and solutions for mutual benefit.
Partnership and Team working – Skilful
Wise Decisions – Skilful
Lubes Specific - Innovation – Skilful
Knowledge and understanding - Industry/Sector Understanding: Mastery
Knowledge and understanding - Customer Insights: Skilful
Sales & marketing planning - Strategy development: Skilful
Sales & marketing planning - Strategic thinking: Skilful
Sales & marketing implementation - Measuring Sales & Marketing Success: Mastery
Sales & marketing implementation – Negotiating skills: Skilful
Valid Drivers License
Account strategy and business planning
Business Acumen
Channel marketing activation
customer and competitor understanding
Customer Profitability
Customer promise execution
Customer Segmentation
Customer Value Proposition
Digital Fluency
Internal alignment
Leading through ambiguity
Listening
Managing strategic partnerships
market
Marketing strategy and programmes
Negotiating value
Negotiation planning and preparation
Offer and product knowledge
Partner relationship management
Proposition development
Prospecting and pipeline management
Sales forecasting/demand planning
Sector

Nice To Haves

Practical knowledge of metalworking products and industrial lubricants applications (preferred).

Responsibilities

Develop and acquire material new business opportunities at both new and existing large accounts.
Deliver In-Year Sales KPIs - Volume, NSV, Overdue, Prospect Pipeline, Trials Generated, Account Addition, Account Retention, % Premium Product
Develop account plans and update regularly to ensure robust opportunity pipeline based on wider insights including customer news, competitor and market intelligence, collaborator relationship and tender/offer opportunities
Active manage the prospect pipeline to convert opportunities, lead interventions to eliminate roadblocks on closure.
Lead or participate in global internal account networks, working closely with Castrol colleagues globally as required.
Build strong customer relationships with relevant collaborators, ensure the contact map is properly managed.
Address day-to-day requests from customers including trouble shooting etc. as the single point interface across all the functions, Marketing, Technology, Supply Chain etc.
Organize regular performance reviews internally/externally to track benchmarks and implement any necessary interventions