Motorway Key Account & Optimisation Manager

bp; Milton Keynes; Hybrid; GBP 90,000 - 140,000; Full time

Benefits offered by this job

Flexible working

Hybrid office/remote

Job summary

BP is seeking a Motorway Key Account & Optimisation Manager to lead bp’s strategic motorway account portfolio across fuels and EV, starting with mobilising the Roadchef partner agreement. You will drive commercial outcomes, governance and multi-site delivery, balancing customer experience with long-term value across bp’s fuels, EV and WBC networks.

The role requires strong account leadership, cross-functional collaboration and the ability to turn complex contracts into actionable delivery plans.

Qualifications

• Proven track record in strategic account management or major account leadership.
• Strong commercial acumen including dealing with revenue, margins and profitability.
• Experience with customer interface across multiple functions and large networks.

Responsibilities

• Lead day-to-day commercial relationship and account performance for designated motorway operators.
• Mobilise Roadchef as a new dealer partner, including strategy, governance and delivery priorities.
• Lead performance reviews and drive outcomes against contractual commitments.
• Oversee EV agreements, including governance and issue resolution.
• Drive EV utilisation, charging revenue and customer experience across sites.
• Ensure compliance with contractual obligations and governance across all activities.

Skills

Strategic account management

Commercial management

Negotiation

Relationship management

Cross-functional leadership

Data interpretation

Voice of the customer

Stakeholder management

Tools

MS Office

CRM systems

Job description

Job Family Group:

Sales Group

Job Description:

Lead bp’s strategic motorway account portfolio across fuels and EV, with initial responsibility for mobilising and delivering the Roadchef partner agreement across fuels, EV and WBC.

This is a high-profile opportunity to lead bp’s commercial relationships with strategic motorway network customers at a pivotal point in the evolution of mobility. The Motorway Key Account & Optimisation Manager is the day-to-day commercial owner for designated motorway accounts, providing a coherent customer interface across bp. The role will lead the mobilisation and performance of integrated fuels, EV and WBC arrangements.

Operating within approved strategy, decision rights and agreed decision parameters, the role will turn intricate agreements into strong customer, operational and commercial outcomes. This will be achieved through account leadership, partner mobilisation, governance, cross-functional delivery and performance improvement.

The initial priority will be to mobilise and optimise the Roadchef dealer agreements, beginning with fuel and WBC, followed by EV set-up and ongoing operations. The role offers the opportunity to shape a strategically important partnership across multiple products and sites, balancing contractual delivery with customer experience, network performance and long-term commercial value. Over time, the portfolio will evolve to include other motorway dealer partners.

What you will be accountable for:

Strategic account leadership

• Be responsible for the day-to-day commercial relationship and account performance for designated motorway operators, acting as the primary commercial contact across fuels, EV and WBC.
• Handle the mobilisation of Roadchef as a new dealer partner, including the account strategy, collaborator map, engagement plan, governance framework and integrated delivery priorities.
• Lead account performance reviews and drive agreed commercial outcomes against contractual commitments.
• Lead bp’s account delivery as Roadchef takes ownership of fuel and rolls out WBC, ensuring continuity of service and agreed commercial and operational outcomes.
• ~60% of the role will focus on EV network deployment and operations, providing coordinated oversight of delivery and performance.
• Act as the voice of the customer within bp and the voice of bp with customers to improve alignment and delivery.
• Build trusted relationships across operational, commercial and executive customers, while representing bp’s priorities and protecting long-term value.

EV agreement and performance delivery

• Handle the commercial performance and delivery of bp’s motorway EV agreements, with immediate focus on mobilising and sustaining the Roadchef agreement.
• Establish and lead the performance management, governance and issue resolution arrangements for each EV agreement.
• Ensure bp fulfils its contractual obligations, coordinating teams responsible for operations, maintenance, customer service, data, reporting and service-level delivery.
• Drive timely resolution of performance risks, delivery gaps and customer issues. Establish clear ownership and raise material contractual, financial or policy exceptions through agreed governance.
• Run commercial performance in line with agreed commercial mechanisms, working with finance, pricing, analytics and legal teams.

EV demand, performance and network optimisation

• Drive EV utilisation and demand growth, working with marketing, the fuel card team and operations to optimise charging revenue and customer experience.
• Maintain a site-level view of charger availability, utilisation, operational performance, customer experience and commercial outcomes.
• Turn data and customer insight into actions that improve demand, availability, site visibility, customer experience, revenue and commercial performance.
• Supervise and support fuel quality, HSSE, operational, customer service, loyalty and bp brand standards.

Governance and delivery

• Ensure compliance with contractual obligations across EV charging and fuels, maintaining visibility of commitments, performance and risk.
• Lead joint operational governance and steering committees with customers and internal partners. Act as the external coordinator of partner-to-bp governance and internal PMO once operational, while remaining close to the build PMO during build.
• Lead cross-functional delivery across operations, maintenance, finance, pricing, analytics, legal, customer operations, fleet, network and fuels teams. Hold owners to agreed commitments and outcomes without direct authority.
• Operate within approved strategy and decision rights, maintaining accountability for agreed outcomes and raising material exceptions through appropriate governance.

What we are looking for:

We are looking for an authoritative commercial operator who can combine senior customer management with agreement delivery, network performance improvement and cross-functional leadership.

Crucial experience

• Proven track record in strategic account management, commercial management or customer leadership within a sophisticated B2B environment.
• Strong commercial savvy, including experience handling revenue, margin, profitability or P&L outcomes.
• Experience or understanding of customer-facing infrastructure and digital customer journeys, including the levers that drive utilisation, availability and revenue. EV charging knowledge would be advantageous.
• Experience driving performance improvement across multi-site operations, infrastructure or customer-facing networks.
• Ability to interpret operational and commercial data, identify risks and opportunities and turn insight into clear action.
• Validated track record of coordinating delivery across sophisticated organisations and influencing teams without direct authority.
• Excellent communication, negotiation, relationship management and senior collaborator skills.
• Ability to operate across strategic priorities, contractual detail and practical site-level delivery.

Desirable experience

• Direct experience in EV charging, e-mobility, charge point operations, energy, fuels, infrastructure, transport, motorway service areas or roadside retail.
• Understanding of EV charging operations, maintenance, service levels, utilisation drivers and customer experience.
• Understanding of forecourt operations, fuel supply, brand standards and dealer or franchise account management.
• Experience leading mobilisation, transition or large-scale operational change programmes.

Why join our team?

We support our people to learn and grow in a diverse and exciting environment. We believe our team is strengthened by diversity and are committed to creating an inclusive environment where everyone is respected and treated fairly.

We recognise that many aspects of our employees’ lives are meaningful, so we offer benefits that enable work to fit with your life. These can include flexible working options, collaboration spaces in a modern office environment and many other benefits.

bp is committed to providing an inclusive and accessible recruitment process. If you require reasonable adjustments or accommodations during the application or interview process, please let us know so we can support your needs.

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, Coaching, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Segmentation, Customer Value Proposition, Developing and implementing strategy, Digital Fluency, Global Perspective, Internal alignment, Leading through ambiguity, market, Negotiating value, Offer and product knowledge, Partner relationship management, Project Leadership, Sales forecasting/demand planning, Sector, Stakeholder Management

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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.