Provide pricing and commercial expertise, analysis and guidance in the construction and approval of global, complex, multi-product deals to OEMs and Global Business Customers.
Evaluate all commercial offers made to global customers against tender criteria. Understand the financial structuring of the deals, cost to serve, and competitive environment
Synthesis commercially sound recommendations from multiple, and often conflicting inputs, to Commercial Desk Management team and Sales organisation on deal structures to optimise profitability
Use company & sector specific insight to provide commercial challenge and shape offer elements, price points and negotiation tactics
Be guardian and collate best practice for index based pricing
Provide Price Guidance:
Provide pricing guidance to the Sales organisation to support structuring of deals
Support training of Sales organisation to improve commercial capability across the business
Develop and use standard analytical models and augment with ad-hoc analysis to generate insight and deep understanding of commercial offerings
Coach and build negotiation skills and price positioning within the Pricing Deal Desk team and act as a centre of excellence for negotiation capability building.
Support, when appropriate, customer negotiations with Global Account Management (GAM) account teams.
Guide the systematic and periodic reviews of customer performance against agreed commercial terms. Provide insight to Performance & Sales team to perform post signature reviews and identify opportunities for margin improvements
Operate processes and frameworks:
Act within the Castrol pricing framework / Ensure alignment with systems
Custodian of Commercial Desk tools, processes, and Best Practices and contribute to a Continuous improvement environment within the Commercial Deal Desk team and wider community
Build & Develop market intelligence in global accounts and share with competitive intelligence community
Human relations & contacts:
Build strong relationships with sales teams that allow you to coach, challenge and support, whilst maintaining respect at all times
Must be capable of taking on board technical, operational and supply chain considerations into their teams output
This role will build on new ways of working and processes and embed them globally, problems solving skills and ability to continuously improve will be essential
As the role encompasses both key ‘live’ short-term activities, as well as requiring a long-term strategic view, the role is particularly challenged to manage both the short term perspectives of the business and the strategic elements.
Competing challenges and desires of individual Operating Units (OUs) and limited resources
This role will require the incumbent to have a good interpersonal skills in order to influence in negotiation environments
Experience in consolidating data sets is helpful as this role will be often working across OUs and will need to build its own ways of addressing data challenges presented
A university degree is essential
Essential experience and job requirements
Strong commercial acumen and track record in commercial roles.
Strong analytical capabilities and the ability to drive business decisions from the obtained insight. Strong Excel (essential) and Tableau (desirable) skills.
Strong interpersonal skills with the ability to build up relationships with multiple stakeholders.
Continuous improvement mind-set & ability to cope with ambiguity.
Experience in developing & analysing complex commercial terms and portfolio business.
Other Requirements (e.g. Travel, Location)
Desirable criteria & qualifications
A business qualification is highly desirable
Operational experience in the key areas: Pricing Strategy, Price Setting & Price Implementation & Price Monitoring, Developing price negotiation strategies
Pricing in the large B2B environment and an understanding of procurement led negotiations
Yes - up to 10%
Is this a part time position?
Our business is the exploration, production, refining, trading and distribution of energy. This is what we do, and we do it on a truly global scale. BP operates with business activities and customers in more than 80 countries across six continents. Every day, we serve millions of customers around the world. We are continually looking for talented, committed and ambitious people to help us shape the face of energy for the future.
The Downstream Segment is responsible for the supply and trading, refining, marketing and transportation of crude oil and petroleum products to wholesale and retail customers. We market our products in over 100 countries, operating primarily in Asia, Europe and North America but also in Australia, Africa and Central and South America.