Key Account Specialist

This is a fully remote position, open to applicants in China.

📋 Description

• Cultivate and oversee designated key account clients.

• Identify new business opportunities and enhance Castrol’s market share within customer operations.

• Create and execute account strategies aimed at achieving immediate financial goals as well as medium- and long-term strategic plans.

• Oversee business development, key accounts, stakeholders, and sales initiatives to establish profitable collaborations.

• Achieve volume, turnover, and gross margin targets from assigned key accounts.

• Evaluate industry trends, customer insights, and technological advancements, sharing findings to improve the overall offering.

• Formulate both short- and long-term account strategies and execute them via Key Account Plans.

• Establish contact maps and develop multi-tiered relationships, particularly with senior management.

• Create and sustain an account pipeline focusing on volume, new transaction opportunities (NTO), and objectives for new customer acquisition.

• Utilize KAP, CRM, and digital pipeline tools to record customer engagement activities.

• Work alongside regional sales and functional teams to generate and adjust value propositions.

• Set growth objectives and resource strategies for each key account while maintaining strategic account plans.

• Develop milestones for growth initiatives and manage them using project management methodologies.

• Report on progress, challenges, and resource issues to internal and external stakeholders while leveraging resources to address concerns.

• Ensure all business operations adhere to the company’s code of conduct, relevant country regulations, and Health, Safety and Environment policies.

⛳️ Requirements

• Bachelor’s degree; a degree in engineering is preferred.

• Over 10 years of experience in Sales/Marketing, including experience with Industrial product sales.

• More than 5 years of experience managing relationships with large National/Transnational accounts.

• Demonstrated experience in cross-functional teamwork.

• In-depth knowledge of products and services.

• Proficiency in customer segmentation and channel management.

• Expertise in account strategy and planning.

• Strong skills in customer relationship management.

• Comprehensive understanding of sector, market, and competitor dynamics.

• Insight into customer profitability and the value chain.

• Experience in developing value propositions.

• Ability to measure and demonstrate customer value.

• Familiarity with contracts and contract management.

• Skills in term and value negotiations.

• Proficient in consulting and selling techniques.

• Ability to close deals effectively.

🏝️ Benefits

• Equal opportunity employer.

• Accessibility adjustments/accommodations provided during the recruitment process.

• Potential employment benefits/conditions are subject to local policy, which may include pre-placement drug screening, medical review, and background checks.