Michael P Kohl Email & Phone Number

Global

Global

• Managing two global Automotive OEMs - accountable for financial delivery – Volume, Turnover and cash results from the assigned accounts; responsible for shaping the strategy in the Automotive Industrial OEM sector together with the Global Industrial Marketing team & Technology.• Coordinate the Industrial GAMs in the monitoring of market & sector insights, competitor actions, new trends and opportunities in the Industrial Automotive OEMs sector that best address account needs.• Coordinates overall tasks with other bp entities (fuels, Automotive products) to meet assigned targets in new upcoming innovation trends (BEV).• Deploying and validating the Global Account strategy/plan with internal and external stakeholders, to ensure delivery across the different continent & regions. • Lead the negotiation of contracts and tenders for the OEMs. • Construct and understand the overall TNA contact map; build strong relationship with senior management team through various event, meeting and workshops.• Interact with peers in sales, marketing and functions to deliver and modify the value proposition designed for the TNAs (include but not limited to product, application, service, strategy alliance, co-development, and senior strategy partnership), and ultimately bring sustainable and profitable growth to the customer and Castrol Industrial.• Set growth target for each Transnational account and highlight resource plan for the execution.• Design milestone for each growth project with clear growth target; Project manage these milestones with high effectiveness by utilizing project management principles and engaging different stakeholders. • Keep informed about the industry trend, customer insight, and technology developments; communicate these findings properly through different channel so to enhance the total offer for the TNAs and secure internal resources. • Be an active member of the GAM network to share best practices and accelerate delivery of strategy.

Global

Key accountabilities:- Development and execution of a Machinery and Tooling Manufacturers (MTM)/Automotive OEM strategy for Castrol Lubricants. - Management of strategic relationships with key OEMs in order to develop collaborations and gain approvals which deliver competitive advantage across the global business. Manage overall relationships with those OEMs up to C-Level.- Gaining latest industry trends (digitization, Industrial 4.0) & identify business opportunities/target products development - underpinning growth target.- Cooperate/Manage key OEMs and to enable growth and input into the Castrol innovation pipeline.- Securing and maintaining differentiating recommendations , endorsements and approvals from OEMs for industrial products and services as required to support strategy & maintain competitive positioning.- Identification and development of strategic collaborations with the OEMs.- Working closely with the Product & Offer Development to ensure alignment on Marketing & Sales objectives.- Working together with the Business Development team on Industrial 4.0 and digitization projects. - Deploying the Global OEM strategy/plan with internal and external stakeholders, to ensure delivery globally.- Ensure all stakeholders critical to delivery of commercial targets and strategy are managed and ensure execution of governance model.

Global

Being accountable for the development and management of the strategic relationship with targeted Int. Key Accounts with regard to Automotive + Industrial Lubes supply as well as Fuels, in order to deliver extraordinary performance for BP group, with the following main accountabilities:• Understanding the Accounts’ business strategy and communicating it back to BP. • Developing the Global Account strategy and financial plan for these Key Accounts• Deploying the strategy/plan with internal and external stakeholders, to ensure delivery across the regions• Setting, monitoring and meeting mid and longer term strategic and financial targets for the Key Accounts and developing appropriate interventions to deliver performance. • Supporting offer implementation through the establishment and delivery of milestones Working with the Offer Development team, the Business Development team and the different SPU’s and functions:• Understanding customer needs;identifying, characterizing and developing new business opportunities; execute opportunities by developing & growing the account • Leading the negotiation of contracts and tenders for the Key Accounts. • Leading the development and approval of global products and services; ensure prices and offers are consistent globally.• Understanding and managing gaps, priorities and potential conflicts. • Work closely the Offer Development team and Product Technology to develop / apply advanced product and service solutions in the Accounts.• Defining the deals strategy and the deal parameters for the Accounts; ensuring execution in the Business.• Defining and applying rules of engagement with Key Accounts with discipline and coherence.• Designing and managing the contact map at the appropriate level in target organisations. Develop and maintain key relationships within accounts for achieving sales quota and strategic objectives. Coordinate sales teams• Building and managing close relationships at senior level - up to C-Level.

Global

Being responsible of developing account strategy & strategic (senior) relationships with the main goal to drive growth with a selected group of Key accounts globally. Accountable for profitable sales growth, development of new business opportunities and maintaining customer satisfaction as well as drive its respective KPI´s To provide key account management for the industrial business with strategic key accounts whilst providing leadership, support and guidance to the members of the Key Account Network consisting of country account sales tags or key account managers globallyResponsible to promote all the value propositions within its customer, wherever region, in order to fill the project pipeline to ensure future growth through the core activityAssess and qualify new business opportunities and manage and provide new work streams;communicate results and strategy with virtual teams Responsible for preparation & execution of strategy & plan; pricing adjustments, quotations and negotiations of projects and RFQ´s with special focus of profitability and contracting with relevant accounts

Europe, Africa, Asia

See experience Global Key Account Manager

Europe, Africa

Business Development / Transnational Account Manager OEM Europe (Castrol ein Unternehmen der BP p.l.c., UK

Germany, Europe

Trainee Aral Aktiengesellschaft (1994-1995) TrierSales Rep Fuels & Lubes (1995-1996) Aral Aktiengesellschaft CologneRegional Sales Manager Rhine Region (West Germany) (1997-1998) Aral Aktiengesellschaft Cologne Team leader Automatic Diesel Station - Real Estate (1998-1999) Aral Aktiengesellschaft Bochum Sales Area Manager North/West Germany Fuels & Lubes (1999-2002) Aral AG HamburgCountry Sales Manager Fuel Cards Truck & Bus Germany (2002-March 2005) Aral AG/Deutsche BP AG Bochum

Master Of Business Administration (M.B.A.)/Diplom-Betriebswirt, Sales, Distribution, And Marketing Operations, General

Banking, Finance, Allg. Hochschulreife / Abitur