Workshop development: Work with Key Account sales team and planning team to define a local area business plan including target workshops, coverage, sales target, activities etc. Understand Key Account sales contract terms, policy and agreed offer Support to prepare specific workshop value selling offer and sell to the target customer under guidance.
Workshop management: Understand and build relationship with customer in order to gain commitment for the activities proposed. Support to implement activities aligned to customer needs and company strategy to maintain the good relationship with existing customers. Support to defend and grow existing customer share of wallet through needs based and effective use of our offer under guidance. Holds regular meetings to agree and track KPIs with customers. Coordinate with Key Account team on workshop activation planning for responsible area.
Manage designated service provider for workshop activation if needed. Customer and market insights: manage an updated database and maintain close relationship locally. Understand customer needs and competitor’s approach and provide feedback to company. Represent “voice of customer” in the company in order to improve our approach. Heavy Duty Maximize profitable growth of Castrol brands with a focus on premium products and HD strategic

Bachelor’s degree, with major of sales & marketing related is preferred.
5+ years sales & marketing experience.
Good implementation capability and customer management capabilities.
Experience in managing global or regional / trans-national key accounts.
Ability to demonstrate gravitas and proven credibility as a sales professional.
Ability to operate at a senior level within customer organisations and manage stakeholders effectively.
Ability to think strategically and translate into opportunities and solutions for mutual benefit with the assigned accounts.
Extensive knowledge and experience of the OEM and Franchised dealer environment.
Intimate knowledge of the OEM value chain and the global motor industry; this would include awareness of differing cultures and business ethics within the global automotive arena.

Area Manager, B2B

Key skills