Sr Key Account Manager – Industrial MX & CCA

Job Family Group: Sales Group Job Description: Own and grow Castrol Industrial’s business (Volume, Revenue, Gross Margin) across Mexico, Central America & the Caribbean by acquiring new logos, expanding share of wallet in strategic accounts, and strengthening our ecosystem of, Manufactures, Industries, OEMs, Tier 1 suppliers, and distributors. Demonstrate safety leadership, role-model BP’s Code of Conduct, leverage digital tools to run a disciplined business, and bring an entrepreneurial mentality to scale profitable, sustainable growth. Job Summary 1) Growth & Commercial Delivery • Deliver volume, revenue, GM%, and price/mix targets for assigned accounts and territory. • Build and implement strategic account plans with multi-year growth plays, clear white-space, and cross/upsell roadmaps. • Prospect and convert new logos, including multi-country opportunities, with disciplined pipeline management and win plans. 2) OEM, Tier 1 & Influencer Engagement • Develop and maintain technical and commercial partnerships with OEMs, Tier 1 suppliers, and industry influencers to secure approvals, co-develop specifications, and drive pull‑through demand. • Lead value demonstrations (TCO, productivity, tool life, energy efficiency) to win standardization and multi-plant rollouts. 3) Distributor & Channel Excellence • Mentor distributors on value selling, opportunity qualification, and SFDC hygiene; drive joint business plans (JBPs) with quarterly reviews. • Shape channel strategy by segment/vertical and ensure coverage, capability, and compliance across the region. 4) Pricing, Forecasting & Financial Rigor • Own pricing within Delegation of Authority (DOA); handle price/mix, discounts, and rebates to increase sustainable profit. • Deliver forecast accuracy (demand, revenue, GM) and proactively flag wins/losses with material demand impact. • Handle opex and T&E within budget while optimizing return on investment of growth initiatives. 5) Technical Advocacy & Solution Selling • Conduct plant surveys, fluid management audits, and trials with clear hypotheses and success criteria. • Translate technical benefits into business outcomes (reduced downtime, longer drain intervals, improved HSE, lower scrap). 6) Digital, Data & Ways of Working • Run the business through Salesforce, Power BI/Tableau, Castrol Insights (and TurfView where applicable): clean pipelines, coverage ratios, conversion, and activity cadences. • Use data to prioritize accounts, improve forecast, and demonstrate value realization. 7) Leadership, Collaboration & Governance • Present account strategies, investment cases, and quarterly results to the regional leadership team; influence cross‑functional decisions. • Partner with Supply, Finance, Technical Services, Marketing, and Legal on execution, tenders, and contract governance. • Role-model safety culture and align with BP’s Code of Conduct and local regulations across Mexico & CCA. Behaviors & Attitude • Customer-focused & expansion-minded : Constantly seek white-space and scalable wins. • Entrepreneurial: Test, learn, and scale repeatable plays across markets. • One Team: Collaborate cross-functionally; win as a region. • Data-driven: Use insights to prioritize, decide, and communicate. • Challenge the Status Quo: Embrace change and innovation aligned with the Castrol mentality. Qualifications English Proficiency (written and verbal communication) Education • Bachelor’s degree required (Engineering, Business, or related). • MBA or equivalent experience - postgraduate degree preferred. Experience • 5–8 years in B2B industrial sales or key account management (metalworking/industrial lubrication strongly preferred). • Proven track record growing sophisticated accounts and managing multi-site or multi-country customers. • Hands-on experience engaging OEMs/Tier 1s and converting technical approvals into recurring revenue. • Demonstrated success leading value-based selling and commercial negotiations for large/strategic contracts. • Experience working with/through distributors in Mexico & CCA. Skills & Proficiencies • Strategic Account Planning & Execution — Mastery • Consultative/Value Selling & Challenger Techniques — Mastery • Measuring & Proving Customer Value (TCO, return on investment) — Advanced • OEM/Tier 1 Ecosystem Management — Advanced • Distributor Management & Channel Economics — Advanced • Products & Services Knowledge (Industrial/Metalworking) — Advanced • Negotiation & Contracting (private & public tenders) — Advanced • Financial Competence (price/mix, GM, DSO basics) — Advanced • Digital/CRM & BI — Advanced • Cross-cultural Communication (Mexico & CCA) — Advanced • HSE & Compliance Mentality — Advanced • Executive Presence & Leadership Storytelling — Advanced Preferred Skills (Nice-to-Have) • Experience with condition monitoring, service contracts, or technical service programs. • Familiarity with sustainability/energy efficiency narratives (e.g., energy reduction, waste minimization, circularity). • Certifications (e.g., Miller Heiman/Strategic Selling, SPIN, Challenger). • Portuguese and/or French (plus to support Caribbean markets). • Project management certification or experience leading cross-functional rollouts. • Experience in verticals like cement/mining, food & beverage, automotive, ports/marine relevant to Mexico & CCA. • Comfort with tendering platforms and public-sector procurement where applicable. • Strong Excel/financial modelling skills for investment cases and return on investment models. Work Location & Shift Pattern Santa Fe offices - 8:00am to 5:00pm Hybrid - 2 days remote and 3 days in the office Why join us At bp, we support our people to learn and grow in a diverse and ambitious environment. We believe that our team is strengthened by diversity. 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 (https://exploreyourbenefits.com/landing.html) to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and 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 essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. Travel Requirement: Up to 50% travel should be expected with this role Relocation Assistance: This role is eligible for relocation within country Remote Type: This position is a hybrid of office/remote working Skills: Account strategy and business planning, Account strategy and business planning, Agility core practices, Business Acumen, Channel Management, Channel marketing activation, Coaching, Commercial Acumen, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer Segmentation, Customer Value Proposition, Decision Making, Digital Fluency, Internal alignment, Leading through ambiguity, Managing strategic partnerships, market, Marketing strategy and programmes, Mentoring, Negotiating value, Negotiation planning and preparation, Offer and product knowledge {+ 4 more} . ​ 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.