Key Account Manager – Super Dealers / Strategic Accounts

Castrol is one of the world’s leading lubricant brands, serving customers and consumers in the automotive, marine, industrial and energy sectors. Castrol brands are recognised globally for their premium quality and high performance, shaped by the company’s commitment to innovation and cutting-edge technology. With products sold in more than 150 countries, Castrol has helped keep things moving on roads and racetracks, air, sea, and space for over 125 years.

Whether you're just starting out or ready for your next big move, you're in the right place to explore an exciting career with Castrol.

Job description

About the team

The role ensures to coordinate well between internal marketing, technical support and cross function and externally with distributor to oversee proper planning, execution and monitoring of the activity set/ offers meant to deliver the business objectives within these Super Dealers (SD) and strategic accounts. The role is responsible for delivering Volume, GM targets of the selected Key Accounts as well as managing TCC and budgets.

Key Tasks

• Lead and coordinate the development of the annual Super Dealers / Key Account plan process in the area of responsibility. Ensure that all SD/ Key Account Plans are aligned with the overall business strategy, our agreements with strategic partners (SD/Key Account etc), the internal marketing initiatives, the Key Account’s expectations as well as the compliance with the company HSSE and Ethical standards. Aggregate all plans, and ensure they align with the agreed performance indicators for both the Key Account and the company.
• Input to and execute a regionally agreed Prospecting strategy, including allocation of time and resources in the area of responsibility, coordination and interpretation of market data, senior stakeholder and relationship management and tender/offer processes, which may cross over several territories and/or countries, as well as channels.
• Conduct monthly regular robust review of key prospects and accounts at risk with staff and report gain and lost account results internally through the Sales & Operational Planning (S&OP) process.
• Forecast monthly for in-charged accounts as part of region’s S&OP demand plan. Forecast process to include analysis and projection on base volume, incremental volumes, new products and adjustments for gain-lost accounts.
• Accountable to monitor in-month performance and to flag opportunities and vulnerabilities as part of the S&OP process.
• Act as single point of accountability to ensure our customers are compliant with all HSSE, Product Quality, Brand and Ethical standards.
• Execute detailed plans and manage sales processes in the region with the focus on acquisition of new customers.
• Compliance with Castrol’s Code of Conduct, Values and Behaviors and HSSE Standards.
• Effective daily use of Salesforce Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.
• Ensure utilization of our digital tools available to support territory management including the use of Salesforce, Power BI, Tableau, Castrol Insights.

Experience Required

• 8-15 years of commercial sales experience, preferably within lubricants, automotive, OEM, dealer networks, fleet, or industrial B2B channels.
• Proven track record of delivering sustainable sales growth and profitability in highly competitive market environments.
• Strong experience managing national or regional key accounts, including the development and execution of strategic account plans and Joint Business Plans (JBPs).
• Demonstrated success in driving business growth through OEM partnerships, key account management, dealer engagement, or strategic customer development.
• Strong commercial acumen with the ability to identify opportunities, influence stakeholders, and deliver business results.
• Experience representing the company externally and building credible relationships with senior customer stakeholders.
• Prior experience in the lubricants industry is preferred.

Privacy

The Castrol entity recruiting for this role is the data controller for the personal information you provide. We use it to assess your application and to manage the recruitment and onboarding process. We may share it with service providers who support our recruitment, and it may be transferred to other Castrol entities internationally under appropriate safeguards. We keep it only for as long as necessary. For details of how we use your information and your data protection rights, contact privacy.response@castrol.com.

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 Castrol recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.).

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.