Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Job Purpose

The role manages and develops OEM/Account relationships in Japan, delivering sustainable, long-term value from the lubricants business. The role is responsible for the management of specific OEM/Accounts at headquarter level and plays a pivotal role in managing comprehensive partnership and develop business opportunities with major Japanese OEMs.

Key Accountabilities

Accountable for development and management of the regional strategic relationship and business development with Japanese OEMs.

Responsible to create global account plan and land commercial deals to drive long term value delivery for Castrol and partners globally.  

Manage the delivery of the overall account strategy and performance targets by coordinating the cross functional accounts network.

Manage all aftermarket business with OEM/Account supporting commercial negotiations, price setting and portfolio negotiations within the markets.

Activate key account plans to deliver these objectives, both centrally and via the countries, focusing on:

• Identifying critical customer needs and developing value propositions to meet them.
• Stakeholder and relationship management across all functions both internally and within the customer network,
• HSSEQ and ethical compliance.   

Provide coaching, mentoring support and leadership to National KAMs/other stakeholders in country to ensure the successful execution of the key account plans. This will include joint customer and NSC visits. 

Act as a single point of escalation to resolve complex customer issues which cannot be effectively managed in country/by other impacted functions. 

Job Holder Requirements

(Minimum education, experience & capabilities)

Education

Minimum graduate degree or equivalent experience required, MBA or related post graduate qualification or equivalent desirable.

Experience

Extensive experience in global auto OEMs key account management and their value chain management.

• Significant experience in senior key account management role
• Leading high performing sales teams (desirable)
• Managing large and complex negotiations
• Deep understanding of the automotive sector and aftermarket dynamics.
• Lubricants experience (desirable)

Skills & Competencies

• Deep understanding of global and regional aspects for automotive industry and mobility trend.
• Successful track-record of customer relationship development in diverse and challenging environments.

Travel Requirement

Negligible travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Account strategy and business planning, Agility core practices, Business Acumen, Business Analysis, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Perspective, Internal alignment, Leading through ambiguity, market, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Stakeholder Management

Legal Disclaimer:

We are an equal opportunity employer. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bps recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.