Key Account Manager - Metals and Power

Profile

, India

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

October 28, 2021

Business unit:

Downstream

Experience Level:

Early Careers

Job Description:

Purpose

Grow the B2B Lubricants business in assigned sector and geography by applying Key Account Management techniques to large customers and prospects.

Accountabilities

Apply Key Account Management techniques to develop large direct accounts to achieve:-

Volume, Net Proceeds, C3, Credit DSO and Opex targets as per T&R plans for the year.

Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Revenue and C3.

Working Capital Management with accurate Sales forecasting, good credit control as focus areas and deliver business plan within Days Sales Outstanding (DSO) and Overdue (OD) % targets.

Drive the business through SPANCOP process ensuring increase in market penetration and market share.

Ensure business / market share growth in line with the Sector strategy. Ensure rigorous implementation of Key Account Management and Sector strategy.

Adhere to Sales 1st processes, tools and gladiatorial standards. Increase the value for existing Shell customers through cross-selling and up-selling.

Develop new opportunities with prospective customers independently and from leads developed through Prospecting.

Develop, update, maintain, and communicate the Key Account Plan. Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.

Develop and maintain good working relationships with all Support Functions Marketing – Technical / Marketing / Credit / Finance / S&OP / Finance to improve customer satisfaction.

Align activities with Marketing, Specialities and Technical Teams. Maintain and grow good working relationship with the assigned OEMs and customers/prospects.

Understand and report competitor activities. Adhering to Shell General Business Principles in all transactions and conduct of business with external parties.

Demonstrating commitment to and be responsible for HSSE and the company commitment to sustainable development; inculcating safety conscious behaviour with external parties; meeting own safety targets as per the performance contract.

Demonstrate inclusive behavior in all aspects of the company's work, provide equal treatment to people from both genders, different cultural and ethnic backgrounds and recognise and respect different ways of thinking.

Be accountable for own development plan to continuously improve competencies.

Dimensions

Volume: 1.62 Ml Ltrs/C3 INR 73.1 M

Position will handle some of the largest Metal customers Like Tata Steel, JSW, Tata Bhushan, JSPL, Timken etc

Requirements

Experience and Qualifications required


Engineering Graduate/MBA with Work experience of around 8 -10 years in selling of B2B products to metals customers in the Eastern Region

Significant Sales experience, with proven success in developing profitable business, preferably with Key Accounts and OEMs

Strong Customer focus


Sales Competencies

Selling and Negotiation

Skill

Applying Customer Value Proposition

Knowledge

Channel Management (Direct)

Skill

Commercial & Economic Acumen

Knowledge

Value Chain Understanding

Knowledge

Managing Customer Experience

Knowledge

Pricing & Exposure Management

Knowledge

Contract Management

Knowledge

Applying Technical Capability

Knowledge

Generating Insights

Knowledge

-

Additional Information

This Position will reports to Sales Team Lead – ACGM ,Metals & Power

Special Challenges

Shell India Lubricants Business is embarking on an ambitious growth plan for accelerated growth.

Manage the transition of self to the new Organization while delivering the current plan.

Aggressively grow the Lubricants business, delivering against T&R targets aligned to the growth plan.

Maximize time spent on prospective visits and X-sell and Value-sell activities.

For new and existing customers, define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan.

Ensure all service providers carry out the agreed terms with the customers.

Ensures that all customer interaction activities are properly logged and updated in the appropriate CRM systems.

Implement agreed strategy and guidelines, and uses agreed processes and tools. Migrate approach from product and price” to selling brand and value led CVPs”.

Additional comments

Lubricants are building a highly professional, commercially focused organization. Leaders with strong commercial skills and experience are critical to achieve our aims of building upon our marketing strength, focusing on key growth markets, strengthening the supply chain organisation and accelerating the implementation of a . All candidates who are able to demonstrate commerciality, coupled with LAT (Leadership, Accountability and Teamwork) behaviours are encouraged to apply. A good overall understanding and experience of the Lubricants business is desired although not mandatory.

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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