Job Family Group:

Sales Group

Job Description:

Our customers’ success is our business.

The Field Sales Lead is responsible for managing current contractual customer relationships, and new customer acquisition of larger key accounts and accounts within a specified geography (note – key accounts may not be in geography). 

New business development and growth is a key element of the role. This role also implements BP marketing offers with the customer and provides customers with consulting to improve marketing capabilities and site execution.  Additionally, it improves BP sales and profitability through increased site count and/or volume throughput. 

The Field Sales Lead must have the ability to lead a cross functional team in the creation and execution of a strategic network plan for their assigned portfolio. This assignment is accountable for approximately ≥ 500 million gallons of annual fuel sales. 

In addition to growing the business, the Field Sales Lead will be responsible for leading organization development through participation in project work designed to further develop our customers and the bp sales organization.  Examples include but are not limited to:  BPAMA working committee, SalesForce, ITK opportunities, peer mentorship, marketing liaison on projects, etc.

Key Accountabilities

• Manage all aspects of BP contracts with customers.  
• Business development through existing and new customers.  
• Manage financial risk of BP vis-à-vis customer’s credit limits.  
• Grow margin and volume.  
• Manage long term relationships with complex customers.  
• Work with customers to establish a common set of goals and objectives linked to the account plan with a focus on value creation, growth, mutual ownership and execution.  
• Secure customer commitment to actions necessary to maximizing mutual value through negotiation.  
• Sell-in and ensure consistent communication and execution of BP marketing programs and offers across Branded jobber channel 
• Manage volume forecasting and allocation process.  
• Perform account reviews, reinforcing BP value proposition to facilitate overall business, opportunity pipeline management and site execution results and getting customer management agreement to field initiatives that need to be completed.  
• Act as primary single face to the customer - where commercial opportunity exists the MFS would clearly identify opportunity and secure internal resources to assist in creation of offer and support to present.
• High capability to influence both internally and externally to further key projects focused on business and organizational growth. 

Job Holder Requirements

Education

• Bachelor’s degree required

Experience

• 5+ years of front-line sales and or customer facing experience required. 
• Advanced knowledge of distributor business and B2B relationship management.
• 5+ years in functional relationship management roles including dealing with senior management.

Skills & Competencies

• Strong advocacy and interpersonal skills (internal and with 3rd parties).
• Ability to identify and develop new and non-traditional business opportunities, as well as new customers.
• Strong negotiation skills.
• Ability to manage difficult situations and conversations. 
• Ability to manage complex customers solving problems and creating “win-win” solutions.
• Tenacity in pursuing delivery of business results.
• Knowledge of distributor businesses and B2B relationship management.
• Ability to prioritize both business and organizational development.
• Capability to move into more senior level roles within the organization.
• Strong communication skills – written & verbal.
• Skilful use of MS Office Suite.
• Knowledge of geographic footprint and industry players.

Travel Requirement:

Up to 25% travel should be expected with this role

Relocation Assistance:

Relocation may be negotiable for this role

Remote Type:

This position is fully remote

Skills:

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

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Legal Disclaimer:

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s 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.