Job Family Group: Sales Group Job Description: Job Purpose The Account Manager is responsible for leading a portfolio of key customer accounts and ensuring the successful planning, execution, and monitoring of activities that deliver business objectives. The role is accountable for driving customer growth, maintaining strong stakeholder relationships, ensuring compliance with company standards, and delivering sustainable commercial results.

The Account

Manager will coordinate assets, implement account strategies, identify new business opportunities, and act as the primary point of accountability for customer engagement and performance.

Key Responsibilities

Account Planning & Strategy

Lead and coordinate the annual Account Planning process within the assigned area of responsibility.

Develop account strategies aligned with overall business objectives, strategic partner agreements, marketing initiatives, customer expectations, and company HSSE and ethical standards.

Consolidate account plans and ensure alignment with agreed commercial and operational performance indicators.

Define customer-related business plans, performance metrics, and growth targets in line with organizational objectives.

Business Development & Prospecting

Complete regional prospecting strategies to identify and secure new business opportunities.

Handle the allocation of time and resources to support customer acquisition and market development activities.

Coordinate and interpret market intelligence to identify growth opportunities and competitive trends.

Lead tender and proposal processes across multiple territories, countries, and sales channels where required.

Build and maintain relationships with senior customer stakeholders to support long-term business growth.

Account Performance Management

Conduct monthly reviews of key prospects and accounts, finding opportunities, risks, and corrective actions.

Report account gains and losses through the Sales & Operations Planning (S&OP) process.

Forecast monthly demand for direct accounts, including base volume, incremental growth, new product opportunities, and account movement analysis.

Monitor in-month performance and proactively see opportunities and vulnerabilities to support business targets.

Customer Relationship Management

Develop and maintain strong, sustainable relationships across customer organizations and internal partners.

Use Salesforce CRM and other digital platforms to handle customer interactions, sales activities, pipeline opportunities, and account performance.

Promote the effective use of business intelligence and digital tools, including Salesforce, Power BI, Tableau, and Castrol Insights.

Governance, Compliance & Standards

Act as the single point of accountability for ensuring customer compliance with HSSE, product quality, brand, and ethical standards.

Ensure all activities adhere to company policies, the Code of Conduct, Values & Behaviors, and relevant HSSE requirements.

Make pricing decisions within approved Delegation of Authority (DoA) limits.

Collaboration & Leadership

Work cross-functionally with sales, marketing, supply chain, operations, and other business functions to achieve account objectives.

Champion a customer-centric culture focused on business growth, operational excellence, innovation, and continuous improvement.

Support organizational change initiatives and encourage proactive problem-solving and collaboration.

Decision-Making Authority

Define customer plans, performance targets, business objectives, and success metrics within the assigned portfolio.

Approve pricing and commercial proposals within Delegation of Authority (DoA) guidelines.

Recommend resource allocation and investment priorities to support account growth and retention.

Qualifications & Experience

Education

Bachelor's degree or equivalent experience in Business, Marketing, Commerce, Engineering, or a related field.

Experience

Validated experience in account management, customer management, or channel management roles.

Demonstrated success maintaining relationships with senior-level stakeholders and decision-makers.

Experience leading cross-functional projects within complex, matrixed organizations.

Consistent record in accomplishing sales and marketing programs that drive customer growth.

Experience running commercial offers, promotional programs, and business development initiatives.

Strong understanding of forecasting, sales planning, and demand management processes.

Familiarity with project management or business analysis methodologies

Why join us?

At bp, we support our people to grow in a diverse and exciting e