GAM Key Account Manager - Japan

About the role

The role manages and develops OEM and account relationships in Japan, delivering sustainable, long-term value from the lubricants business. It covers specific OEM and accounts at headquarters level and plays a key part in building partnerships and business opportunities with major Japanese OEMs.

Key responsibilities

• Develop and manage the regional strategic relationship and business development with Japanese OEMs, and create a global account plan to drive long-term value for Castrol and its partners.
• Manage the overall account strategy and performance targets by coordinating the cross-functional account network.
• Manage all aftermarket business with OEMs and accounts, including commercial negotiations, price setting and portfolio negotiations.
• Activate key account plans, identifying customer needs, building value propositions and managing stakeholders internally and with customers, including HSSEQ and ethical compliance.
• Coach, mentor and lead National KAMs and other country stakeholders, including joint customer and NSC visits.
• Act as a single point of escalation for complex customer issues that cannot be resolved locally or by other functions.

Required profile

• Minimum graduate degree or equivalent experience; MBA or related postgraduate qualification desirable.
• Extensive experience in global auto OEM key account management and their value chain.
• Significant experience in a senior key account management role.
• Experience leading high-performing sales teams and managing large, complex negotiations (desirable).
• Deep understanding of the automotive sector and aftermarket dynamics; lubricants experience desirable.

Required skills

• Account strategy and business planning, consultative selling and negotiation.
• Customer segmentation, profitability analysis and demand planning.
• Stakeholder management and partner relationship management.
• Travel is negligible; the role is hybrid (office/remote) and not eligible for relocation.