National Key Account Manager - Retail, UK / I

Edinburghlocation

National Key Account Manager - Retail, UK / I

Salary Not Specified

Edinburghlocation, Edinburgh

  • Full time
  • Permanent
  • Remote working

Posted 2 weeks ago, 27 Jun | Get your application in now before you miss out!

Closing date: Closing date not specified

job Ref: be6199b336444b9f962d3db9ab2e6c2e

Full Job Description

We have a fantastic opportunity for a National Key Account Manager to play a pivotal role in driving the success of our Retail strategy within the UK.

A number of large accounts and customer groups are playing an increasingly important role in the delivery of our Retail strategy within the UK. As we seek to develop and grow our presence in this part of the market, planning and implementing World Class Account Management and Strategic Prospecting will become critical capabilities.

The National Key Account Manager will be responsible for managing the interface between the Company and a number of Accounts in a portfolio, and will drive growth within our existing customer portfolio, as well as identifying and exploiting new opportunities in the defined market space.

Curious about what it takes to thrive in this role? Dive in below to discover more:

Key Accountabilities

Develop (and agree both internally and externally) the annual Joint Business plans (JBP's) for Key Account in the area of responsibility. These JBPs are aligned with the overall business strategy and any agreements with relevant strategic partners. They should also be aligned to internal marketing initiatives and product/services launches, the Key Account's expectations and needs as well as being fully compliant to both bp's and customers HSSE and Ethical and compliance standards. They will encompass improvement of agreed performance indicators for both the Key Account and BP and drive increased overall profitability in line with the business strategy.

Input to and implement an agreed Prospecting strategy for key accounts, including data gathering, market knowledge, stakeholder and relationship management and tender/offer processes, which may include participation in processes across several territories and/or countries, as well as channels.

Implement the annual Key Account plan with the Account portfolio, in particular regarding:

  • Identifying critical customer needs, and match our Value Proposition to those needs.

  • Execution of agreed activities to enhance Customer and Company objectives and value

  • Stakeholder and Relationship management at all levels and through all functions of the Customer and the Company

  • HSSE and Ethical compliance

  • Manage all revenues and costs associated within the activity at the Key account to maximise impact on account profitability


  • Collect and monitor results from the execution, both from a Customer and a Company perspective, and analyse against the planning, and run (min) quarterly Business reviews in order to undertake corrective actions if necessary. Share insight, market knowledge and experience in structured format using available CRM tools and methodology.

    Understand and fulfil agreed specific Product Quality & Compliance accountabilities which apply to the role of National Key Account Manager.

    Notice: the job holder may be requested to assist in regionally/globally agreed prospecting and or on-boarding activities with Strategic Partners.

  • University degree or equivalent experience, Essential In depth experience in a sales role, preferably in the automotive and Retail (Grocery, FMCG, E-comm) sectors, ideally in lubricant - preferred

  • Previous Businesses development experience - Skilful

  • Relationship building for both internal and external partners - Mastery

  • Solid negotiation skills - Mastery

  • Account & Key account planning - Mastery

  • Customer relationship management - Skilful

  • Consulting skills - Skilful

  • Customer profitability - Skilful

  • Products & Service knowledge - Skilful


  • At bp, we support our people to learn and grow in a diverse and challenging environment. We believe that our team is strengthened by diversity and equal opportunity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly. There are many aspects of our employees' lives that are meaningful, so we offer benefits to enable your work to fit with your life., Business Development, Commercial Acumen, Commercial performance, Consultative selling skills, Customer Profitability, Customer value proposition, Digital fluency, Internal alignment, Listening, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding