Business Development Manager

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Our customers’ success is our business.

The Field Sales Specialist 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 Specialist 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 Specialist 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: customer working committees, SalesForce, 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 marketer 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.

• High capability to influence both internally and externally to further key projects focused on business and organizational growth.

• Strategically plan monthly customer engagements based on initiatives and business impact.

• Act as primary single face to the customer - where commercial opportunity exists the manager field sales would clearly find opportunity and secure internal resources to assist in creation of offer and support to present.

• Market Analysis: Monitor market trends, competitor activities, and customer insights to identify new opportunities and adjust strategies accordingly

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.

• Establish shared ownership with cross-functional teams and branded marketers.

• 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.

• Skillful use of MS Office Suite.

• Ability to manage a sales pipeline through CRM resources.

• Capability to learn and utilize bp-specific websites and data sources.

• Embraces and actively incorporates BP’s Values and Behaviors of safety, respect, excellence, courage and one team, into daily performance and execution.

• Valid Driver´s license

• Candidate´s preferable located either o