Description:
The Key Account Manager is responsible for the delivery of sales and contract management of a portfolio of key account customers in Sydney and its surrounding area. The role is accountable for driving growth measured through sales, financial, HSSE and operating performance. This role will also require the management of strong customer relationships, ensuring the retention of preferred supplier status for Lubricants. This role reports to the National Sales Manager and we are looking for an energetic new team member, motivated to succeed in a competitive environment. This is a fantastic opportunity to drive incremental growth and performance within the Castrol business.
Responsibilities
- Develop and execute (both internally and externally) the annual Key Account plan for each Key Account in the area of responsibility ensuring these plans are aligned with the overall business strategy and any agreements with relevant strategic partners
- Deliver financial performance targets for the Key Accounts including Volume, GM and Debt Management
- Handle Safety, Credit and contractual risk in accordance to Castrol compliance and policy requirements
- Execute prospecting strategy for key accounts, including data gathering, market knowledge, partner and relationship management and tender/offer processes, which may include participation in processes across several territories and/or countries, as well as channels
- Support the National Strategic Account Team in the delivery of contractual commitments made to National Road Transport, Rail, Defence, Civil & Construction customers at territory/state level
- Develop a prospect pipeline of opportunities, share insight, market knowledge and experience using structured format within Salesforce/CRM tools
- Support Sales Specialists by sharing best practices, market and channel related insights and mentor them to improve their capabilities
- Experience with leading tenders and offer development would be highly advantageous
- Lead customer business reviews to communicate and prove value delivery and reinforce relationships
- Improve and deliver customer experience in Key Accounts. 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 standardization of our sales offers in line with our outstanding Customer Value Proposition
About You
- 5+ years Key Account Management experience
- Knowledge of the B2B market segments will be advantageous
- Lubricants and Technical Product knowledge will be advantageous
- Demonstrated attributes which are aligned with Castrol’s Values & Behaviours
- Experience of taking care of multiple stakeholders both within and outside the organization is essential for success in this role
- Experience handling large and complex customers