B2B Product Sales Manager - BP Energy

Job Family Group:

Sales Group

Job Description:

The B2B Product Sales Manager (PSM) is responsible for leading the sales strategy and negotiations of a portfolio of key customers withing the commercial channel of trade, to achieve sustainable margin and volume goals aligned within the long-term strategic vision of the bp Midstream Product Solutions Americas organization as well as bp global Aims and Ambition.

The position is responsible for the profitable growth of term (retailer / reseller) contracts as well as OEMs (Original Engine Manufacturers) contracts, through management of a cross-functional team with members from Sales, Pricing, Supply, and Trading and Shipping (T&S), maximizing sustainable integrated margin, while ensuring efficient product flow in line with bp refinery network needs, T&S and branded retail business requirements. The B2B PSM develops and manages long term strategic relationships with customers and delivers integrated margin and volume targets by regional plan. This assignment is accountable for mora than 700 million gallons of commercial fuel sales a year. As well as working close with key customers in their energy transformation strategy.

Key Accountabilities

• Lead, coach, and mentor the sales team in important negotiations

• Customer Relationship Management - Develop and manage value-based relationships with customers, lead account reviews, reinforce bp value proposition and facilitate overall customer satisfaction. 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.

• Business development through existing and new customers. Growing margin and volume in line with plan and strategy through opportunity pipeline management. Understanding current and future customer energy needs and developing a path into more sustainable energy sources, as needed.

• Structures and negotiates sophisticated fuel supply offers and contracts. Handles customer negotiations and relationship management at both senior as well as operational level.

• Analyzes and monitors performance, contract compliance and volume ratability; identifies and implements profit improvement opportunities.

• Acts as subject matter expert of the industry for the segment - understanding specific business models, competitive pressures, market dynamics, and other key drivers that influence revenue opportunities.

• Customer Insight Development: Anticipates and forecasts customer needs for offer development based on knowledge of customer business performance and plans, emerging market trends and market segmentation. Works with customers to develop deep customer insights.

• Customer Satisfaction: Ensures a high level of customer satisfaction delivering services/offers aligned with bp’s strategic intent.

• Uses Salesforce and the Challenger Sale framework to develop customer account plans, incorporating market strategies and customer insights for the development of strategic offers, achieving financial and share of wallet targets aligned with bp’s strategic intent.

• Support the FS&M People Plan and DE&I Objectives

Education and Experience

• BA/BS in Business or equivalent field

• 6 - 10 years of business experience including:

• At least 3 years in front-line sales and customer facing experience required.

• Track record of effectively leading a team preferred

• Experience in Functional Relationship Management roles including dealing with senior management in customer organizations and a proven ability to influence external parties or governing bodies to win business or resolve conflict at a senior level.

• Exposure to Marketing or Analytical roles – Knowledge of key business drivers, oil industry pricing structure and vulnerabilities and ability to analyze competition, customer profitability and forecasting to drive business results and develop long-term plans for the team and business.

Skills & Competencies:

• Demonstrated ability to think and act strategically and develop network plans for portfolio of customers.

• Strong advocacy and interpersonal skills (internal and with 3rd parties).

• Strong team leadership and coaching abilities.

• Knowledge of discretionary (spot) and term sales and B2B relationship management.

• Skillful use of MS Office Suite.

How much do we pay (Base)? (135,000.00 - 251,000.00 (Minimum & Maximum)) *Note that the pay range listed for this position is a genuinely expected and reasonable estimate of the range of possible base compensation at the time of posting.
This position is eligible for US Benefits – Core, US Benefits. This position offers paid vacation depending on your years of relevant industry experience and will range from 120 – 240 hours of vacation per year for full time employees (60 - 240 hours of vacation per year for part time employees). You will also be eligible for 9 paid holidays per year and 2 personal choice holidays. You may learn more about how we calculate paid vacation and view our generous vacation and holiday schedules at Core U.S. Benefits. Bp has a parental leave policy as well, which offers up to 8 weeks’ paid leave for the birth or adoption of a child. Learn more by visiting Core U.S. Benefits.
We offer a reward package to enable your work to fit with your life. These offerings include a discretionary annual bonus program, long-term incentive program, and generous retirement benefits that include a 401k matching program. These benefits include a pension for eligible employee. You may learn more about our generous benefits at Core U.S. Benefits.
As part of bp’s wellbeing package, bp offers access to health, vision, and dental insurance, as well as life and Short-Term Disability and Long-Term Disability. You may learn more about our generous benefits at Core U.S. Benefits.

Why bp?

At bp, we support our people to learn and grow in a diverse and ambitious environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly.

There are many aspects of our employees’ lives that are meaningful, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and excellent retirement benefits, among others!

bp operates in a hybrid model working 60% from the office and 40% from home.

Travel Requirement:

Up to 25% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Account strategy and business planning, Agility core practices, Business Analysis, Commercial Acumen, Consultative selling skills, Customer Profitability, Customer Segmentation, Customer value proposition, Digital fluency, Global Perspective, Internal alignment, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, market, customer and competitor understanding, Stakeholder Management

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Legal Disclaimer:

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.
If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.