Key Account Manager

Job Family Group: Sales Group Job Description: Our purpose is to deliver energy to the world, today and tomorrow. For over 100 years, bp has focused on discovering, developing, and producing oil and gas in the nations where we operate. We are one of the few companies globally that can provide governments and customers with an integrated energy offering. Delivering our strategy sustainably is fundamental to achieving our ambition to be a net zero company by 2050 or sooner. Would you like to discover how our diverse, hardworking people are leading the way in making energy cleaner and better – and how you can play your part in our world-class team? The Key Account Manager is responsible for handling and growing a portfolio of bp Fleet (BP Plus / Routex) customers in Poland, developing profitable, long-term commercial relationships. The role exists to retain and grow the fuel and mobility card business by acquiring new key accounts, defending and expanding existing volume and margin, and delivering an outstanding customer experience aligned with bp's commercial strategy and code of conduct. Own and grow a defined portfolio of Fleet key accounts, delivering volume, margin, revenue and customer retention targets. Acquire new key account customers and negotiate commercial terms, pricing, contracts and service levels within delegated authority. Build and maintain strong, trust-based relationships with decision-makers at existing and prospective customers. Develop and implement account plans, sales pipelines and forecasts, keeping CRM (Salesforce) accurate and up to date. Identify cross- and up-selling opportunities across the bp Fleet offer (fuel cards, e-mobility, value-added services). Supervise customer profitability, credit exposure and payment behaviour, taking timely corrective action with internal teams. Work closely with Sales Support, Marketing, Pricing, Credit and Customer Service to deliver a seamless end-to-end customer experience. Represent bp at customer meetings, tenders and industry events, acting as a brand ambassador and living the bp values. Ensure full compliance with HSSE standards, competition law, bp's Code of Conduct and all relevant legal and regulatory requirements. Negotiates and recommends commercial terms, pricing and discounts within the approved pricing framework and delegation of authority. Decides account strategy and prioritisation within the assigned portfolio. Recommends contract signature, customer onboarding and credit limits for approval by the Fleet Sales Manager / relevant approver. Raises exceptions, non-standard terms and risks beyond delegated authority to line management. Education University degree (Bachelor's or Master's) in Business, Economics, Marketing or a related field, or equivalent professional experience. Experience & Capabilities Experience Shown B2B sales / key account management experience, ideally within fuel, fleet, mobility, automotive or a comparable commercial environment. Track record of acquiring and growing customer accounts and delivering against sales and margin targets. Experience negotiating commercial contracts and managing the full sales cycle. Capabilities Strong commercial acumen and customer-centric, value-based selling approach. Excellent negotiation, influencing and relationship-management skills. Self-motivated, results-driven and able to work autonomously and manage a pipeline. Comfortable using CRM tools (Salesforce) and MS Office to plan and report. Skills & Competencies Fluent Polish and good command of English (verbal and written). Account planning, pipeline and forecast management. Analytical thinking – interpreting margin, volume and profitability data to drive decisions. Partner management and cross-functional collaboration. Valid driving licence (category B); willingness to travel within the assigned territory. Behaviours aligned to the bp values: care, courage, curiosity, humility, ownership and doing the right thing. Please read the contenct of the following Internal Reporting Procedure. Reading it signifies confirmation of familiarity with the content of the document. / Proszę przeczytać poniższą „Procedurę zgłoszeń wewnętrznych”. Przeczytanie jej oznacza potwierdzenie zapoznania się z treścią document. BPESE_Procedura_zgłoszeń_wewnętrznych_2024_PL_EN.pdf Travel Requirement: Up to 50% travel should be expected with this role Relocation Assistance: This role is not eligible for relocation Remote Type: This position is fully remote Skills: Account strategy and business planning, Agility core practices, Business Acumen, Business Analysis, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Digital Fluency, Global Perspective, Internal alignment, market, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Stakeholder Management Legal Disclaimer: We are an equal opportuni