Authorised Workshop Manager

Ho Chi Minh City
15 Mar 2019
31 Mar 2019
Oil and Gas
Contract Type
Full Time
Role synopsis:
The Authorised Workshop Manager will support Channel Sales Manager in achieving country's OEM target of volume, GM, active outlets and debt collection by acquiring new OEM / KAM customers and maintain the existing business networks. The incumbent will have a key role in customizing offers to suit the needs of specific customers working closely with the marketing, finance and sales operation teams. He/she will develop, execute and monitor OEM sales & marketing approach to meet the high demands of existing and prospective OEM customers. Besides, he/she will be the key contact for Vietnam OEM to build strong local / regional / global OEM BP/Castrol network.

Key accountabilities:
Planning :
  • Develop new business and leading the successful development and implementation of account strategy and offer development and the short and long-term profitable growth associated with OEM accounts by working closely with Global and Regional OEM teams, supply chain, marketing, finance and technology team.
  • Initiate and advice for OEM about MKT strategy to promote the non-Castrol branded oils at their retail system.
  • Master and develop non-Castrol branded product portfolio for non-Castrol strategic OEM accounts.
  • Lead the demand plan for assigned OEM accounts;
  • Planning and managing activity, budget, financial structure to achieve maximum gross margin

Execution :
  • Strengthen the strong partnership with existing OEMs.
  • Lead the development and execution of OEM training programs;
  • Activate the investment process for new and existing c ustomers.
  • Boost and monitor the OEM orders, including foreign accounts in Cambodia: finalize the delivery date, prepare export documents and monitor other supporting documents from other departments such as logistics, forwarder, SOM and finance.
  • Lead the complaint settlement to mitigate the performance loss and foster the professional image of Castrol.
  • Manage OEM distributors to deliver the sales KPI; Provide Leaderships and Supervision to the respective distributor team.
  • Deliver the annual volume and GM target of OEM accounts.
  • Monitor and track the volume performance of investment customers.
  • Proactively tracking the debt collection of OEM accounts on a monthly basis.
  • Supervise implementation of OEM marketing plan elements and offers and deployment of materials developed;
  • Comprehend the OEM performance report for monthly meeting with OEMs.
Direct and supervise assigned projects when necessary.

Essential Education:
Bachelor degree or higher in related field e.g. Business Administration, Marketing, Modern Trade, etc.

Essential experience and job requirements:
- Min. 2-3 years of sales experience or key account management in OEM/B2B business. Preferably in Automotive or related industry
- Strong knowledge and skills in Sales and Key Account Management
- Good Consumer and Customers Insights
- Strong Commercial and Financial Analytical
- Good Marketing Knowledge will be an advantage

Other Requirements (e.g. Travel, Location):
Location : Ho Chi Minh

Desirable criteria & qualifications:
- Fluent spoken and written English & Vietnamese
- Proficiency in computer programs (Microsoft Office)
- Good sales skills - knowing customers, relationship management, journey planning, product knowledge, inventory management
- Negotiation skills - good knowledge of the negotiation process and successfully plans and runs negotiation and be able to effective closes negotiations with achievement of sales accomplished
- Customer Relationship Management - ability to seek to understand customer's needs and/or interest
- Execute the plan - ability to align our plan to customer plan and deploy agreed activities

Values: Behaviours: Safety Seek expertise, continually learn and develop the safety and risk management skills of myself and my team Respect Listen carefully and consider different perspectives Excellence Learn and apply the best practices of BP, act with professionalism and strive for excellent execution Courage Always aim to do the right thing based on BP's rules and standards, and respond to challenges with resilience and reason One Team Support those I work with and help to build the effectiveness of my team to achieve the best results

About BP:
We are a global energy business involved in every aspect of the energy system. We have 75,000 employees in 80 countries, working towards delivering light, heat and mobility to millions of people, every day. We are one of the very few companies equipped to solve some of the big complex challenges that matter for the future. We have a real contribution to make to the world's ambition of a low carbon future. Join us, and be part of what we can accomplish together.

The Downstream segment has global manufacturing and marketing operations. It is the product and service-led arm of BP, made up of three businesses (Fuels, Lubricants, and Petrochemicals).

We aim to run safe and reliable operations across all our businesses, supported by leading brands and technologies, to deliver high-quality products and services that meet our customers' needs.

Disciplined execution of our strategy is helping improve our underlying performance, capture opportunities for further growth, generate attractive returns and create a more resilient business that is better able to withstand a range of market conditions; and create opportunities for future growth.

BP Lubricants is a world-leading manufacturer, distributor and marketer of premium lubricating oils and greases. As a proud member of the BP group, our global reach extends into 44 countries and we market our products in over 75. It's a complex operation of many moving parts - made possible by a close-knit network of over 7,000 talented employees across eleven different functions.

Among us, you'll find engineers and technologists. Business managers and analysts. We work in offices, in labs, by the race track and on the shop floor. We're creators, innovators, thinkers and networkers. Graduates, parents, leaders and experts. We share ideas from every background and support every bold ambition. And we benefit from our combined experience, from every walk of life. Together, we're keeping the world moving. So we're immensely proud of what we do.

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