OEM Group Sales Director (GM Level)

OEM Group Sales Director (GM Level)



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Job details

2018-02-07 11:34

Job description

Job Title: OEM Group Sales Director (GM Level)

Direct Line: Sales Director

Department: Lubricants

Location: Shanghai

About Client

Our client is a global energy business working across the world, from deserts to the deep sea, from rigs to retail stations, they provide fuel and power for heat, light and mobility.

Purpose of role

  • Chinese local OEM group is taking more influencing power for both their JV with MNC and their local brands. For lube strategy, we need win in the market, so we selected the top 5 Chinese auto group as Key Account. We need to enhance overall relationship with these key decision makers to discuss total solutions on top of regular lube transaction.
  • The role ensures that a team of KAM / SAM will fully develop and implement total offer with cross functional team. The role is responsible for delivering Volume, GM targets of the selected Kay Accounts (Chinese Group OEM) as well as managing TCC and budgets.

Job Description

Scope of Responsibilities:

  • Under China strategy framework, develop and execute selected OEMs’ group business strategy together with cross function team and ensure to build a sustainable business and achieve growth target.
  • Develop relationship mapping of Chinese OEM group from top to operational level; organize and facilitate strong relationship building between OEM group and BP.
  • Lead and jointly develop a business plan, product and service offer, and other offers beyond lubricant with cross function team to achieve growth strategy for each account at both group and JV level.
  • Execute the business plan and offer, win the preferred lube supplier position and gain share of wallet
  • Actively develop people capabilities and competencies in order to deliver commercial excellence as well as to seek development opportunities for high performers to develop potentials and champion “one-team” spirit within the department / across departments.
  • Take initiative to work with regional FWS team, marketing, GSC, SOT to execute offer at workshop level to ensure highest in store share
  • Collect market intelligence and support strategy development and future business model upgrade
  • Drive and ensure safety, E&C, ABC and anti-trust etc. compliance.
  • Take initiatives to seek self-help and commercial optimization opportunities so as to enhance profitability include RTM in each account and 3rd party service.

Key challenges faced on the role:

  • Ensuring the acquisition and retention of the right balance of experience, capability and focus in the organisation to deliver the agreed Key Account strategy.
  • Embedding simple and standardised processes within the Key Account Business ensuring efficiency & effectiveness agenda is delivered.
  • Application of advanced Value Selling techniques to maximise company and customer value in Key Accounts ensuring that customer business reviews are conducted to communicate and prove value delivery and reinforce relationships.
  • Develop a detailed understanding of the partner OEMs marketing, business development and technology plan for the region (or globally as appropriate) and ensure integration with the Regional and SPU initiatives
  • Influence and engage internal different functions (Marketing, GSC, GLT, SOT, GAM and Finance) in both OU and Global level to get alignment in account plan offer and ensure put right resource to win business.

Education & Experience:

  • Educational background:
  • Minimum Graduate and MBA or equivalent degree would be valued added
  • Experience
  • More than 10 years’ experience of B2B sales management roles – mandatory
  • Experience of working in a matrix organization with complex customer interfaces - mandatory
  • Strong experience in Key Accounts Management and especially OEMs – mandatory
  • Should have a well-rounded business experience to be able to implement cross functional plan.
  • Other Essential
  • Role model the Values and Behaviours
  • Ability to develop and implement strategic and tactical business plans
  • Ability to be hands on and drive the business with direct responsibility
  • Ability to deal with and influence multi-cultural groups of stakeholders
  • Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations
  • Ability to work across functions and gain support for the businesses in the region

Qualified and interested Parties please apply with your CV and latest salary in Word format to bridget.li@morganphilipscn.com.

Please note, that while Morgan Philips welcomes and appreciates all candidate response, volume of replies allows us to respond to short-listed candidates only. Resumes are collected for recruitment purposes only.

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