Business Development Manager

4 months ago Shanghai   73 views
Job Details

Business Development Manager

Req ID 91955BR Job category Commercial Countries (State/Region) Central Location China - Central - Shanghai Apply now

Role synopsis

Responsible for exploring and developing new business opportunities, building strong relationships
with appropriate client contacts and executing strategic and tactical business plans in order to
maximise the profitable share of the relevant segments.
The BDM will work closely with relevant business functions in order to create and pursue a large
number of qualified leads spending 70% of time on prospecting to drive growth by deploying the
Prospect Pipeline Management (PPM) process in region to identify and evaluate new business
opportunities and using the remaining time to manage a portfolio of accounts.
The Business Development Manager is supported by a strong cross-functional customer accounts
team, digital tools & platforms and the in-region Sales Operations Executive

Key accountabilities

Prospects in direct sales (70% of time) and for the remaining supports a
profitable portfolio of accounts, championing Castrol’s Value Selling
principles and the SmartGains framework to develop existing
relationships with customers and deliver profitable growth via new
customer acquisitions. Ensures long term growth by always seeking
sufficient prospect customers
 Drives rigour and discipline in prospecting pipeline management through
the Vulnerabilities & Opportunities (V&O) module in InSite. Manage the
handover of converted business into direct or indirect channels as per
the business strategy and resource availability.
 Able to navigate conversations across a diverse contact map at all levels
and through all functions of the customer to build strong relationships
that build trust, generate powerful insights and enable business growth.
This includes building relationships with wider BP E&P organizations to
influence and add value to existing group relationships across the GME
sectors.
 Enhances value and delivery of Castrol's offer by building, maintaining
and disseminating market intelligence that leads to development
activities for current & future offers alike and opportunities for
differentiation.
 Seen as a thought leader and brand ambassador accountable to
demonstrate and validate the commercial value of Castrol's market offer
in an on-going basis using Value Selling techniques and the SmartGains
framework to identify customer needs and aligning customer to Castrol'ssources of value.
 Builds a robust plan for each customer volume/ GM delivery within
portfolio of accounts and identifies areas to exploit further organic
growth.
 Conducts sales activities such as volume and margin analysis,
supporting tender activity, resolving customer operational issues and
monitoring pricing performance integrity to enhance customer perception
of value.
 Develops and regularly updates detailed monthly customer forecasts,
opportunities & vulnerabilities for the regional demand review which
drives the LBM (Lubricants Business management) forecasting tool.
 Leads and project manages the deployment of global tools and
processes to enable and support growth in the region in line with
strategy. Advocates

Essential Education

Minimum Graduate or tertiary business qualification with equivalent experience.

Essential experience and job requirements

Experience (depth and nature)
 Ability to develop, maintain and build new relationships with customers, OEMs and
Industry bodies.
 Ability to present persuasive offers to senior level management within the customer’s
business
 Leverages resources and own networks to achieve goals and objectives
 Understanding of shipping, oil & gas market and global dynamics, trends, regulatory
environment desirable
 B2B sales management experience with a track record of delivery of sales targets and
performance
 Strong prospecting track record with experience and proven ability to implement a
prospecting process
Essential
 Role model the BP Values and Behaviours
 Demonstrated safety leadership
 Customer orientated and ability to drive customer responsiveness and insight
 Ability to be hands on and drive the business with direct responsibility. Self-motivated,
possess enthusiasm, perseverance, and a strong desire to succeed
 Flexibility of thought and action to be able to respond to changing market environments
and dynamic business situations
 Ability to work across functions and gain support for the businesses in the Region
 Comfortable with leveraging digital tools and applications to support the selling process
and enhancing customer experience.
 Ability to develop and implement strategic and tactical business plans to meet and set
challenging personal and team targets, schedules and deadlines through constructive
prioritisation and time management

Other Requirements (e.g. Travel, Location)

N/A

Desirable criteria & qualifications

N/A

Relocation available

No

Travel required

Yes - up to 50%

Is this a part time position?

No

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.

BP has been operating in China since the early 1970s and is one of the leading foreign investors in the oil & gas sector in China. Our business activities here include exploration and development, petrochemicals manufacturing and marketing, aviation fuel supply, oil products retailing, lubricants, oil and gas supply and trading, LNG terminal and trunk line and the chemicals technology licensing.

Building on its business successes in China, BP has also expanded partnerships with the national energy companies beyond the country’s borders. BP is working with CNPC in Iraq and Australia, Sinopec in Angola and Singapore, CNOOC in Australia, Indonesia and Argentina, and with China National Aviation Fuel in Singapore.

BP publishes BP Statistical Review of World Energy and BP Energy Outlook on annual basis. The publications are regarded as one of the world’s most reliable sources of energy data and are widely consulted.

In parallel, BP has been working to contribute to China society by helping address the local sustainability issues. BP has also been actively engaged in energy research activities, particularly in clean energy R&D initiatives. To date, BP’s accumulative spending on community contributions in China has exceeded US$ 50 million. BP’s community practices have been widely recognized.

BP is committed to contributing to China’s energy solutions by continuing to be a trusted energy partner and valuable contributor supporting China’s strategic development.

Segment

Downstream

Closing Date

24-Jan-2019

Apply now