Regional Key Account Manager,Fuel Additives,EV,Tokyo

Regional Key Account Manager , Fuel Additives ,Tokyo

Objectives of the Position

• Drive profitable and sustainable growth of the Lubricant Components business at assigned regional key accounts in line with agreed sales targets and KPIs.
• Develop and execute strategic Key Account Management plans, identifying growth opportunities, customer priorities, competitive dynamics, and actions to strengthen long-term customer partnerships.
• Act as the regional focal point for assigned key accounts, independently coordinating across countries, functions, business units, and global counterparts to ensure effective account management and consistent customer engagement.
• Build a strong understanding of customer needs, industry trends, market dynamics, and emerging business models, translating market insights into account strategies and new business opportunities.
• Manage the commercial performance of assigned accounts, including sales planning, budgeting, profitability, working capital, and risk management, with proactive recommendations and corrective actions.
• Lead commercial negotiations and influence stakeholders at different organizational levels, both internally and externally, to achieve mutually beneficial and sustainable business outcomes.
• Mobilize and guide cross-functional and cross-regional account teams, ensuring clear priorities, effective execution, and alignment around key account objectives.
• Ensure disciplined execution of relevant business processes, governance, and account management standards, while independently resolving issues within the position's area of expertise.

Main Tasks

1. Sales Planning & Performance Management

• Develop and execute annual and mid-term business plans for assigned regional key accounts, covering sales, profitability, volume, inventory/working capital and agreed KPIs.
• Provide reliable sales forecasts and monitor actual performance against budget and targets.
• Identify performance gaps, business risks and opportunities, and develop concrete countermeasures and growth actions.
• Manage pricing, commercial conditions and product/customer mix to support sustainable and profitable growth.
• Coordinate demand planning and business priorities with internal stakeholders across the region.

2. Strategic Key Account Management

• Develop, maintain and regularly update Key Account Plans for assigned strategic customers.
• Define account objectives, growth priorities, customer strategies, opportunity pipelines and action plans.
• Establish a coordinated regional approach to customers operating across multiple countries, ensuring alignment on commercial strategy, positioning and priorities.
• Coordinate local Account Managers and relevant functions to execute agreed account strategies and actions.
• Monitor implementation of the Key Account Plan and adapt priorities based on business performance and changing customer/market needs.

3. Customer Relationship & Stakeholder Management

• Build and maintain strong, sustainable relationships with key decision makers, influencers and relevant functions within assigned accounts.
• Establish appropriate multi-level customer contacts across commercial, procurement, technical and management functions.
• Act as a key interface for strategic and complex commercial topics, coordinating internal resources when required.
• Lead commercial negotiations and manage customer issues independently within defined responsibilities.
• Strengthen BASF's position from a transactional supplier toward a strategic solution partner with key customers.

4. Business Development & Opportunity Management

• Identify and develop new business opportunities, applications and projects within existing and potential strategic accounts.
• Build and manage a healthy opportunity pipeline and drive projects from identification through customer qualification toward commercialization.
• Work closely with Technical Service, Marketing, Product Management and other relevant functions to develop customer-specific solutions.
• Leverage Lubricant Components portfolio knowledge, market expertise and customer relationships to create new projects and uncover unmet customer needs.
• Proactively identify opportunities for cross-selling and broader portfolio penetration within strategic accounts.

5. Market & Competitive Intelligence

• Continuously monitor lubricant market trends, customer developments, competitors, technologies and industry dynamics relevant to assigned accounts.
• Understand changes in customer strategies, sourcing models, formulation trends, regulatory requirements and regional market dynamics.
• Translate market and customer intelligence into account-level opportunities, risks and strategic actions.
• Share relevant market intelligence internally to support regional business and portfolio decisions.

6. Strategy Development & Regional Coordination

• Analyze customer, market and competitive developments to contribute to mid-term account and industry strategies.
• Translate regional business strategy into actionable plans for assigned key accounts.
• Coordinate activities across countries and align with global/regional key account counterparts where customers operate internationally.
• Facilitate internal alignment across Sales, Technical Service, Marketing, Product Management, Supply Chain and other relevant functions.
• Ensure consistency between customer strategy, regional priorities and overall Lubricant Components business objectives.

7. Cross-functional Team Leadership

• Lead and motivate cross-functional/cross-country account teams toward agreed customer and business objectives.
• Define clear priorities, responsibilities and follow-up actions for account team members.
• Provide guidance and commercial direction to colleagues involved in regional key account activities.
• Facilitate effective knowledge sharing and collaboration across countries and functions.
• Where applicable, support the development of sales and account-management capabilities of team members.

8. Commercial Governance & Risk Management

• Ensure key account activities comply with established commercial processes, contractual requirements and internal governance.
• Monitor working capital, payment conditions, inventory exposure and other commercial risks related to assigned accounts.
• Escalate significant business risks with clear assessment and recommended actions.
• Maintain appropriate documentation of account strategies, opportunities, customer agreements and key commercial decisions.

Minimum Education and Qualification Required for the Position

• Working Experience >5 years in sales
• Skillset ; Chemistry, English reading, writing & verbal communication, basic Computer Excel, Word PPT etc.

・ Business-level proficiency in both English and Japanese.

Regional Key Account Manager |勤務地：東京

ポジション概要

潤滑油添加剤・コンポーネント事業において、担当するリージョナルキーアカウントの成長をリードするポジションです。

主要顧客に対するキーアカウント戦略を策定・実行し、各国の営業担当やTechnical Service、Marketing、Product Management、Supply Chainなどの関連部門と連携しながら、中長期的な顧客関係の構築と持続的かつ収益性の高いビジネス成長を推進します。

• 仕事内容

担当顧客のKey Account Planおよび中長期ビジネスプランの策定・実行

売上予測、KPI、価格・取引条件などの管理を通じた売上・収益性の向上

顧客の意思決定者、購買、技術部門等との中長期的な関係構築および重要商談・価格交渉

潤滑油分野における新規用途・案件の開拓、クロスセル、案件パイプラインの構築

市場・競合・技術・顧客動向を分析し、成長機会やビジネスリスクを特定

各国のAccount ManagerやSales、Technical Service、Marketing、Product Management、Supply Chain等と連携し、リージョナル／クロスファンクショナルなアカウント活動を推進

• 応募要件

・潤滑油・燃料業界での営業経験

・ ビジネスレベルの英語力（上司は海外出身者のため英語でコミュニケーションをとることが必要となります）

・ Excel、Word、PowerPoint等の基本的なPCスキル