Key Account Manager Eastern Europe

Profile

, Netherlands

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

November 26, 2021

Business unit:

Projects and Technology

Experience Level:

Experienced Professionals

Job Description:

If you love helping customers uncover new opportunities that also have environmental and CO2 benefits, then this could be for you.

Shell Catalyst and Technologies (SC&T) has an opening for a proven commercial leader, who can help a select group of strategic customers through all levels of their organization, providing them a wide range of product and technology solutions including catalysts, technology licensing, and technical services related to their refining, chemical, and/or decarbonization needs.

This role of Key Account Manager (KAM) Eastern Europe reports to the GM Sales.

Where you Fit In

SC&T is a customer -acing organization that brings high-value, differentiated technologies to market. These technologies include a portfolio of refining and chemical catalysts, licensed processes and equipment, and technical services related to refining and chemical plant operations as well as addressing decarbonization goals. SC&T engages with major companies in the areas of energy, refining, and petrochemicals. In the KAM Eastern Europe role, you will diagnose the business needs of our key customers, converting them to business opportunities and delivering value-based solutions. Our culture in SC&T is one of Humility, Curiosity, Commercial Excellence, Determination, but above all putting the customer first.

What is the role?

The role of KAM Eastern Europe is to establish relationships and manage a group of Key Accounts at all levels in the customer’s organization. Using commercial skills of discovery, diagnosis, design, and delivery, the KAM is responsible for identifying the customer’s needs and corresponding business opportunities and then orchestrating natural teams to deliver them. You will work collaboratively with world-class technical and commercial experts and other resources, creating agile perfectly matched teams to maximise the value for both parties and beat our competition. Specific role functions include:


Delivery of maximum value from selected strategic customers headquartered in Eastern Europe centered on Catalyst, Licensing, and Technical Service offerings.
Management of the overall customer relationship and fostering senior-level stakeholder connections, building relationships with multiple customer prospects, and becoming a trusted advisor.
Creating enhanced customer intimacy through a well-planned and delivered engagement program.
Developing and implementing integrated customer account plans, in alignment with regional and global business strategies. This will include understanding longer-term customer strategies and converting these strategies into business goals.
Forming natural teams to address specific business opportunities, pulling together the necessary technical and commercial support from the SC&T organization as well as the wider Shell enterprise
Accountability for delivery of margin targets at nominated customers.
Proactively deploying diagnostic sales techniques to seek out and execute new opportunities, role modeling ‘4D’ diagnostic sales behaviours
Ensuring full compliance with Shell Code of Conduct, and displaying sound practices in the area of Ethics and Compliance
Coaching, mentoring, and supporting less experienced account managers in the EMEAR region


What we need from you


You have a degree or equivalent in a technical or business discipline
Extensive years of experience in technically oriented and complex sales, preferably related to Catalyst and/or Technology Licensing.
Outstanding written and oral communication skills, with experience interfacing with junior to the most senior levels within customers' organizations.
Proven record of successful customer engagement supporting long-term sales and margin growth. Technical knowledge relating to catalysts and/or refining/chemical processes would be a plus.
Ability to develop and execute strategic account plans including coordination of commercial and technical service resources and driving a complex opportunity funnel.
You are skilled at negotiating and closing contracts, ensuring legal and intellectual property risk is managed effectively, and following ethics and compliance requirements.


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DISCLAIMER:

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.

According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

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