Energy Sales Manager

Job Family Group: Sales Group Job Description: Job Purpose Responsible for supporting the team to maximise profitability and sales opportunities by managing and developing business relationships for sales direct/B2B, building on existing relationships and creating new business opportunities. The AM is supported by a strong cross-functional customer accounts team, digital tools & platforms allowing the AM to focus on customer facing activities. Key Accountabilities Supports a profitable portfolio of existing 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 Participates in the development of B2B business strategy, and regularly reviews the direct sales risk pipeline to maximise team profitability, assisting the team to maximise their effective time in attracting and retaining business 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 Drives new offers, building a deep understanding of the market, and actively supports prospecting activities, developing a pipeline of opportunities through more detailed customer analysis Supports the implementation of the GME in-year programmes and priorities Clearly articulates product and services offers in a way that demonstrates distinctiveness and can translate this differentiation into customer value substantiated by customers’ willingness to pay a premium Prioritises resources and activities to enable effective strategy execution and demonstrable growth within existing customer accounts through acquiring new vessels/ assets and upselling/ cross selling Develops and regularly updates monthly detailed customer events, opportunities & vulnerabilities for the area business review which drives the LBM (Lubricants Business management) forecast generation Spends at least 60% of time in front of customers and is 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 Builds a robust plan to underpin each customer volume/ turnover delivery and identifies areas to exploit further organic growth Leads virtual customer account teams to meet customer needs drawing support from Customer Operations, GBS, and Technical Services teams including a clear delegation of responsibilities Summary Decision Rights Customer level pricing decisions within DOA Accountable for the financial performance delivery; volume, turnover, debtors Job Holder Requirements (Minimum education, experience & capabilities) Education Minimum Graduate or tertiary business qualification with equivalent experience Experience 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 Skills & Competencies 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 Ability to work across functions and gain support for the businesses in the channel 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 Travel Requirement: Negligible 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, Business Acumen, Channel marketing activation, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Value Proposition, Digital Fluency, Internal alignment, Leading through ambiguity, Listening, Managing strategic partnerships, market, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Proposition development, Prospecting and pipeline management, Sales forecasting/demand planning, Sector . 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