Industrial Global Accounts Manager

About the team

The Global Account Management team is responsible for driving sustainable growth and strategic partnerships with Castrol’s largest Industrial Global Accounts. Working across Europe and globally, the team partners with customers and stakeholders across Sales, Marketing, Technical and other functions to deliver strategic account plans, commercial growth and long-term customer value.

Key tasks

• Develop and execute strategic account plans for assigned Industrial Global Accounts, driving sustainable and profitable growth across Europe and globally.
• Own commercial performance across assigned accounts, including Volume, Turnover, Gross Margin and Cash delivery.
• Lead and coordinate the global network of account managers, Sales and Technical teams to deliver account strategies and growth opportunities.
• Build strong senior customer relationships and identify new opportunities across strategic Industrial segments and markets.
• Lead complex negotiations, contracts and large tenders, working closely with regional, cluster and local teams to maximise customer value and long-term profitability.
• Coordinate the development and implementation of customer offers, ensuring alignment with account strategy and Castrol’s value proposition.
• Establish clear growth targets, milestones and resource plans for key initiatives and effectively manage delivery across multiple stakeholders.
• Share best practices across the Industrial Global Account Management network and contribute to the development and execution of the wider Industrial strategy.

Experience required

• 10+ years of experience in Sales or Marketing, including significant exposure to Industrial B2B products or solutions.
• 5+ years of experience managing large, complex customer accounts, preferably at a global level.
• Strong track record in strategic Key Account Management and developing and executing account strategies.
• Proven experience driving commercial growth and managing financial outcomes such as revenue, margin and volume.
• Strong negotiation and consultative selling skills, with experience leading complex contracts and tenders.
• Demonstrated ability to influence and coordinate senior stakeholders across multiple countries, functions and geographies.
• Strong customer relationship management skills, with the ability to build trusted relationships at senior levels.
• Degree in Engineering, Finance or a related discipline; a business qualification is preferred.