An effective working relationship is required with the WP Group Board of Directors, Leadership Team members and the Operations team.

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1 Key Account Manager Role reports to: Group Commercial Director WP Group Overview WP Group is an integrated fuels and lubricants company focused on providing bespoke service solutions to its growing customer base through each of its eight business sectors. Based as Esso s Fawley refinery, WP Group is one of the UK's largest privately owned fuel distribution companies holding a substantial share of the fuels markets in which it is active and a national player in lubricants, marketing the Mobil brand. Aligned directly with ExxonMobil Fuels and Lubricants, WP is focused on achieving a sustainable culture by behaving ethically, valuing its people and local communities whilst setting the example in the protection of our environment. This holistic approach and visible actions will strengthen WP Group s financial position, create a more resilient business and enhance its reputation. Role Summary Reporting directly to the Group Commercial Director, this senior role will have cross company responsibility representing Fuels, Lubricants and the new Fuel Solutions business. Based from one of WP Group s office locations in either Fawley or Feltham, the Key Account Manager will be responsible for the development of WP s business relationships and opportunities with the company s largest and fastest growing clients and partners. Aligned directly with ExxonMobil Fuels and Lubricants, WP Group has zero tolerance regarding business conduct and ethics and is committed to developing a sustainability culture throughout the company, business partners, key suppliers and customers. Operational excellence is critical to WP s people, customers, suppliers and reputation. You will be responsible for ensuring WP operates safely and with excellence in all business operations, transactions and communications. At WP group, our culture is to do things right first time. Taking a formal key account management approach, this role will be focused on the development of no more than 3-4 key customer relationships. A full KAM plan for each assigned client will be required within the first 90 days, together with organisational charts, SWOT analysis and supplier / requirements profile. Working with the Group Commercial Director, the development of WP s Group embedded sustainability offer is a key activity. An on-going area of business focus by the Board of Directors and senior leadership team members, this role will take a lead role in the development of the company s offer and in particular its articulation to key clients. Key responsibilities will include: key account management, multi-channel relationship management, business development, full P&L responsibility, sustainability, accountability, marketing programmes and additional opportunity identification.

2 At WP Group achievement of sales targets and key KPI metrics are expected. All targets will be agreed with the Group Commercial Director and achieved via the retention of existing customers, new business growth and service offer development. ExxonMobil is a key business partner with whom excellent relationships are critical. As Industrial market knowledge expert, this role will be responsible for identifying key personnel, marketing initiatives and technology advantages within ExxonMobil and utilising them to maximum effective in WP s key customers. Targets will be achieved via a coherent and well communicated strategy, key account focus, retention of existing customers, new business growth, effective procurement, strong leadership and a strong team ethos. As brand ambassador, you will represent the company to the highest professional standards at all times and utilise existing relationships to further the company s business goals. An effective working relationship is required with the WP Group Board of Directors, Leadership Team members and the Operations team. The effective and robust management of WP s quality system and complaints procedure, this is critical to the long term business success and company reputation.

3 Key Responsibilities Sustainability and Ethics As a business leader and role model, you will ensure the team understand and adhere to all company policies, procedures, business ethics and sustainability commitments. KAM Strategy Implementation A significant responsibility and on-going area of focus, you will work with the Group Commercial Director, Marketing team, Operations and Project Management to develop WP s KAM strategy and effectively implement the plan throughout the business. Sales & Marketing Performance Responsible for meeting agreed sales targets and customer service standards via key performance indicators (KPIs) for the relevant Key Accounts. Targets will be exceeded through a harmonious and efficient working environment, effective planning, clear communication of objectives, implementation of the strategy and timely completion of agreed actions. Personal and Team Development Communicate clearly and effectively with all team members, leadership team colleagues and line management. Through the demonstration of a positive disposition and role model behaviours, you will lead by example setting the standard with colleagues at all times and in all circumstances. Continually seeking to improve your own and team s performance, you will be an advocate and proactive participant in WP s Personal Development Process. CRM Management The capability to ensure the complete understanding of the company s CRM system and report functions is critical to the success of this role. WP continually strives to provide the most advanced systems. This will provide the level of management information required to manage the complexities of business and understand the value of its activities. Performance Management To help ensure all employees perform to the highest possible standards and in-line with company expectations, WP employs a robust performance management process. This includes individual personal development plans, monthly review meetings and quarterly performance management. CRM derived data will be utilised to monitor and manage all team members performance regarding both financial and other KPI driven business metrics. Leadership Team SME Member The WP leadership team is a cross functional group of tier one business leaders who generally report directly to a board director. This important and influential team is tasked with the daily leadership of the business and is empowered to ensure that the correct initiative and actions are taken to deliver the required business goals and strategy objectives. As a business specialist, the WP Key Account Manager will attend as required to represent the business unit and provide specialist input.

4 Work life Balance WP is committed to ensuring all employees achieve an appropriate balance between their working commitments and family life. However, in a senior role you will be expected to take part in workrelated meetings and activities outside of normal working hours. Daily Responsibilities Effective leadership and best practice recruitment of the key account business to ensure that delivery of the budgetary, share of wallet, data integrity and other KPI commitments are exceeded. Understand your Delegation of Authority (DOA) level and act accordingly to ensuring compliance with all company systems, processes, conduct and ethics, including: HR, finance, procurement, credit etc. Deliver the business strategy by generating an expert knowledge of your key customers and developing the KAM plan to identify and deliver new business opportunities. It is imperative that all assistance and resources available from ExxonMobil are fully understood and utilised, including: people, training, marketing, knowledge, customer contacts, leads, relationships and maintenance programmes. Management and effective utilisation of the company's CRM system, providing coaching and direction as required, ensuring maximum effectiveness. Become an expert on all ExxonMobil extranet systems, ensuring all applicable self-training is undertaken on their Learning Management System, including Harvard management, technical product training and management courses. Management of sales figures and other key metrics monitoring closely using the most up to date tools available, taking the required steps to generate further quality business. In the cases of business contraction, you will fully understand the root causes and seek to rectify and immediately reporting all instances where this is not possible. Continuously improve internal communication, building strong cross-functional relationships particularly with leadership team colleagues and functions (senior management, HR, sales leaders, operations and credit). Strictly adhere to the company's credit policy accepting that zero bad debt is achievable. Pro-actively seek to improve your knowledge of the WP Group businesses, products and service offerings across all sectors. Become a knowledge expert and be vocal in expressing your thoughts, ideas and opportunities. Conduct regular training self-assessments with your line manager and ensure you pro-actively pursue performance management meetings and reviews.

5 Qualifications, Skills and Market Knowledge Relevant Key Account management experience, relevant industry preferred Technical knowledge of the industrial lubricants business and understanding of technical benefits An inside understanding of the energy industry would be of significant interest Existing knowledge and relationship in major blue-chip manufacturing, process and energy companies would be a strong advantage Proven successful track record of a significant sales and management in an applicable industry Reside a commutable distance from either WP s Fawley or Feltham offices Visible leadership skills and an effective team player who is motivated and well organised High level of desire to achieve goals /targets and perform in a pressurised environment Excellent communicator and ability to build long-standing senior level business relationships Good IT skills, essential to have knowledge of Microsoft programmes including Outlook, excel, Word, and able to use Microsoft CRM systems or similar to a high degree Strong financial acumen and ability to analyse financial data Formal business qualifications welcomed Team player who is both supportive and approachable Full UK driving licence WP Group Competency Matrix Requirements Customer Focus 5 People Development 3 Communication 5 Decision Making 4 Influencing 4 Relationship Building 5 Planning & Organisation 4 Problem Solving 4 Results Focus 5 Team Work 4 Strategic Planning 3 Commercial Awareness 4 Company & Brand Champion 5 Personal Responsibility, Attitude & Conduct 5 Technical Knowledge 4

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