Key Account Manager CV On-Highway

-; Greater London; Hybrid; GBP 60,000 - 80,000; Full time

Job summary

A leading energy company is seeking a candidate for a senior role focused on building partnerships and shaping commercial strategies. The role involves working closely with OEM customers, leading account planning, and identifying new opportunities. Candidates must have experience managing senior-level relationships and a strategic mindset. The position offers a hybrid working model and emphasizes strong communication and digital fluency.

Benefits

Flexible working options

Generous paid parental leave

Excellent retirement benefits

Qualifications

• Experience managing senior-level customer relationships.
• Ability to work with tenders and lead cross-functional projects.
• Strong communication skills to demonstrate customer value.

Responsibilities

• Build and maintain relationships with key OEMs.
• Lead annual Key Account Planning process.
• Identify new opportunities with OEM partners.

Skills

Account strategy and business planning

Consultative selling skills

Customer segmentation

Business acumen

Stakeholder Management

Sales forecasting/demand planning

Tools

Salesforce

Power BI

Tableau

Job description

Job Description

We are expanding our Commercial Vehicles On‑Highway business, and we are looking for someone who enjoys building long‑term partnerships and shaping commercial strategy across multiple markets. In this role, you will work closely with OEM customers at a senior level and help us strengthen our position by developing account plans, identifying new opportunities, and ensuring that our teams across regions are aligned and supported.

We believe strong customer relationships come from trust, consistency, and a deep understanding of what matters to our partners. This role is central to that effort. You will collaborate across functions, work with colleagues in different countries, and help us deliver a seamless experience to every customer we serve.

How We Work With Our Customers

We take a partnership‑driven approach to account management. We spend time understanding our customers' priorities, anticipating their needs, and creating plans that support their long‑term success. You will lead the development of annual account plans, bring together insights from marketing, supply, and sales, and ensure that our commitments align with our broader business strategy and our HSSE and ethical standards.

We also rely on this role to help us grow. We explore new opportunities with existing OEMs and look for ways to expand into new relationships. When tenders arise, we manage them carefully and collaboratively, from early preparation through to post‑award integration. We work closely with our Global Account Management team to ensure that our approach is consistent and that our customers experience bp as one connected organisation.

Key Responsibilities

Strategic Account Leadership:

• Build and maintain senior‑level relationships with key OEMs in the On‑Highway segment.
• Lead the annual Key Account Planning process and ensure alignment with business strategy and HSSE/ethical standards.
• Coordinate with regional and local sales teams to ensure consistent execution across markets.

Business Development and Growth:

• Identify and develop new opportunities with existing and new OEM partners.
• Manage regional and cross‑functional tenders across all phases.
• Collaborate closely with Global Account Management to ensure unified customer strategies.

Performance and Forecasting:

• Review key prospects and accounts at risk through the S&OP process.
• Deliver accurate monthly forecasts, including base volume, incremental volume, and gain/loss adjustments.
• Monitor in‑month performance and highlight opportunities or risks.

Operational Excellence:

• Ensure customer compliance with HSSE, product quality, brand, and ethical standards.
• Use Salesforce and digital tools such as Power BI, Tableau, and Castrol Insights to support decision‑making.
• Provide cover for the Senior Sales Manager, Commercial Vehicles, when required.

What You Bring

We value people who can think strategically while staying close to the details. You understand how to navigate complex organisations and how to bring people together to deliver a shared plan. You have experience managing senior‑level customer relationships, working with tenders, and leading cross‑functional projects in environments with multiple layers and stakeholders.

We also appreciate people who are curious, collaborative, and open to new ways of working. Our digital tools are an important part of how we operate, and we expect this role to use them as part of everyday decision‑making. Strong communication skills and the ability to demonstrate customer value are essential.

Decision Rights

• Define customer plans, performance metrics, and commercial targets in line with our business objectives.
• Make pricing decisions within the Delegation of Authority.

Why join us?

At bp, we support our people to grow in a diverse and exciting environment. We believe that our team is strengthened by diversity.

There are many aspects of our employees' lives that are significant, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, excellent retirement benefits, among others!

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Reinvent your career as you help our business meet the challenges of the future.

Apply now!

Travel Requirement

Up to 25% 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, 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, Leading through ambiguity, market, Negotiating value, Offer and product knowledge, Partner relationship management, Sales forecasting/demand planning, Sector, Stakeholder Management

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 with an accessibility need may request an adjustment/accommodation related to bp's recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us. If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.