Key Account Manager, Distributors & Export

London, Greater London
10 Nov 2016
06 Dec 2016
Oil and Gas
Contract Type
Full Time
Chevron is one of the world's leading energy companies, with approximately 60,000 employees working in countries around the world. We explore, produce and transport crude oil and natural gas; refine, market and distribute fuels and other energy products; manufacture and sell petrochemical products; generate power; and develop future energy resources, including biofuels and geothermal energy.

Chevron is accepting online applications for the position of Key Account Manager, Distributors & Export located in the UK, Netherlands or Germany through 5th December 2016 at 11:59 p.m.

A home office or Chevron office based sales opportunity is about to become available within the Chevron Lubricants EMEA -Europe organisation.

Reporting to the European Manager Distributors & Export, the Key Account Manager (KAM) will have an important role in a professional team, managing the Sales and Marketing growth activities of the existing and/or acquiring of new Distributors and Export customers in the Europe/Eurasia region.

Chevron Lubricants sells and markets Lubricants for the automotive (passenger car and heavy duty) as well as Industrial lubricants via a professional distributor network. The KAM manages the specific Business Plan objectives, implements programs and new products and advises the Distributor Management on how to perform better in all aspects (Sales Capabilities, Product Application, Segment Strategy and Tool and Marketing usage).

Chevron offers a competitive and attractive package of compensation in an interesting International environment.

Main Duties:

  • Grow the Lubricants sales profitably, through existing Distributors & Export customers (Sales Area to be confirmed depending on skill set of selected candidate)
  • Strategic planning of the Distributors & Export customers within their area and countries of responsibility, tactical executions of the business plans
  • Develop and consolidate sales aligned with Chevron Lubricants strategy and profitability targets
  • Actively and enthusiastically contribute to the team targets and results
  • Selective travel to meet customers and their end users face to face
  • Regular Video Conferencing from (home) office with customers and teams
  • Support the Distributors to grow profitably with Chevron branded products
  • Grow the brand position in volume and value at our Distributors and Export customers
  • Grow the brand position to relevant and agreed market shares
  • Lead and prepare the Distributors to execute on the Chevron sales and marketing programmes
  • Contract management and contract negotiations
  • Introduce and/or reinforce the use of Mpower and Online Marketing ( offering IT sales solutions
  • Seek cross departmental support to grow the business more successfully e.g. SC, Marketing, Legal, Customer Services. Ensures that all stakeholders understand and support the key objectives
  • Supports manager, peers and colleagues when required
  • Contribute and comply with OE (Safety & Compliance), behave Inclusive
  • Communicate efficiently with Marketing, PLCM, Legal, Supply chain, and other key stakeholders in the Global Lubricants organisation.
  • Ensure good working relation with internal & external stakeholders.
Selection Criteria

Personal Qualities:
In this role you will be key in managing a portfolio of European/Eurasian customers, contribute to and implement sales and marketing plans and growing volumes profitably.
You see this role as a fair step up on your career ladder ensuring that the customer base can rely on professional Sales support. You will need to demonstrate experience of closing large sales deals, customer management and change management.
You will need to exhibit strong and diverse language and communication skills at all levels of an international organisation and be a true team player encompassing our We Lead Expectations. You need to be able to cope with short deadlines, be flexible, decisive and stress resistant. You need to be accurate, have strong interpersonal, time management and presentation skills.
Ideal commuting time; within 1-hour driving/train distance from an international airport and Chevron office.

Qualifications & Experience:
  • The candidate has excellent customer relationship management and negotiation skills.
  • Able to demonstrate a sound experience of the sales process.
  • Proven skills in Value Based Selling and presentations.
  • Demonstrates or understands (*external) The Chevron Way and DS&C behaviours.
  • Strong business acumen and strategic account management skills.
  • Has experience in project management.
  • Ability to combine knowledge of the lubricants industry and technical skills.
  • English language skills are required. Additional languages such as Scandinavian and Russian are an advantage with basic to moderate proficiency of one other relevant European language.
  • Affinity/knowledge of the mining industry is preferable.
  • A self-motivated, enthusiastic individual with excellent interpersonal skills.
  • Clear, concise and excellent communication skills (written and oral) for use in multiple environments and levels.
  • Strong organisational skills.
  • No problem with air travel and travelling away from home multiple days per week.
  • A driven individual who can work independently and is a strong team player.
  • Proven track record in building new networks and cultivating relationships with key customers/partners.

Relocation Options:
Relocation will not be considered within Chevron parameters.

International Considerations:
Selected candidates will work in International Location under the local payroll system and benefits.
Chevron regrets that it is unable to sponsor employment Visas or consider individuals on time-limited Visa status for this position.