Fleet Solutions Direct FBAM - Izmir

Profile

103969BR

Job Title:

Fleet Solutions Direct FBAM - Izmir

No. of Positions:

1

Job Description:

Purpose:

Manage, develop and grow a selective portfolio of high value customers (gold and platinum accounts) through face to face selling and strong negotiating skills, to deliver agreed target (Margin,Volumes & DSO)

FBAM will cultivate partnership-based relationships with customers based on a clear understanding of SFS

range of CVPs, and knowledge of customer needs in order to deliver maximum value for both Shell and the customer. In addition, the FBAM will be expected to contribute to our growth aspirations through significant focus on development of new business.

Accountabilities:


Plan, monitor and achieve individual and team sales targets (i.e. C4 margin, volume growth, overdues, etc.)
Consistently apply Sales 1st Standards especially in bringing best in class structure for call/journey plan, calendar management, account plan and use of CRM tools to maximize customer facing time (8-12 visits per week)
Support the development of innovative and complex CVPs to be able to move from a supplier to a partner relationship in a value led environment.

Manage more aggressively value growth, with a deep understanding of value generation and financial dimensions (value drivers, P&L impact of integrated offers, cash, DSO, ERR and cash impact of business deals).
Understand customers’ immediate/long-term needs, business models, value drivers, challenges and opportunities to tailor offers and services to capture their businesses
Gain knowledge of market development, competitors’ offers strengths and weaknesses to create growth opportunities.
Increase the value for existing customers and Shell through value, cross and up selling.
Focus on acquisition of new business (gold and platinum) in line with SFS customer strategy.
Average time spent on prospecting: 50-70%.
For new and existing customers, define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan.
Carry out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).
Develop relationship with both b2c territory managers and dealers within territory to maximize NHF opportunities.Promotes the sharing of best practice internally to drive cross-business collaboration
Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt.
Act proactively in HSSE matters that affect customers, you as a person, your team and colleagues.


Experience & Qualifications:


Relevant Bachelor’s Degree
Relevant sales experience or minimum 2 years of experience in sales environment.
Good working knowledge of the customer operation and financials and knowledge of specialist sources of information as well as knowledge of CRM tools.
Good level of IT literacy on all MS Office Programs.
Very good knowledge of English.
Proven/track record of competence in negotiation and dealing with external partners.
Commercial knowledge & business acumen.
Excellent communication and presentation skills.
Strong interpersonal skills: ability to manage relationships at all levels.
Driving license B required (active driver).


Auto req ID:

103969BR

Skillpool:

Commercial Business to Business (B2B)

Country of Work Location:

Turkey

Requirements:

Selling & NegotiationKnowledge

Key Account ManagementKnowledge

Applying Customer Value PropositionKnowledge

Commercial & Economic AcumenKnowledge

Value Chain UnderstandingKnowledge

Managing Customer ExperienceKnowledge

Pricing & Exposure ManagementKnowledge

Applying Technical CapabilityKnowledge

Customers Insights Into StrategyKnowledge

Work Location(s):

Izmir - Aliaga1

Dimensions:


Volume: 40.000.000 litres/ yearly
Number of customers: 100 - 150
Segment: CRT & Fleet
Banding: Gold and Platinum

Company info

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