Account/Business Development Manager

Profile

95566BR

Job Title:

Account/Business Development Manager

No. of Positions:

1

Job Description:

Purpose

To grow the commercial fuels business by increasing volume, margin & reducing DSO through existing customers and developing new customers/accounts via Sales 1st Behavior. Develop Term & Spot hydrocarbons and logistics contracting strategies, to negotiate and to structure commercial contracts with 3rd parties in line with country and business growth plans. The individual will be part of a team of 5 that will cover China in terms of delivering the business financial performance and the commercial outcomes desired.

Accountabilities

Business Sales Processes

To delivery T&R by growing the commercial fuels business & reducing DSO through existing customers and developing new customers/accounts via Sales 1st Behavior.

Implement and maintain the Company’s standardized sales and business management processes and deliver sales and profitability plans for each account of your responsibility.

Proactively work closely with Critical Business Partners (such as T&S teams, Retail, Credit, Sales Support, Pricing Desk, Marketing, Legal & others) to ensure there is a culture of understanding and co-operation between sales and Critical Business Partners, particularly when conflicts may arise from a customers’ perspective.

Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti-Competitor laws and other relevant Shell policies.

Provide appropriate coaching, motivating and developing to peer or junior colleagues and sales support staff

Customer Relationship Management (CRM)

Establish, develop and manage ‘win-win’ customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes.

Drive the management of customer relationships by;

Participating in customer site visits and tender negotiations as appropriate.

Delivering value propositions and account implementation plans to add maximum value to both the customer and Shell.

Drive the pursuit of new business and growth in line with the Commercial Fuels business strategic direction.

Monitoring and Reporting

Work closely with Credit colleagues on the credit matter and to ensure achieve of DSO target.

Plan, monitor and achieve individual sales targets through Sales 1st Behaviour.

Understand & implement SPANCOP process and all necessary documentation should be documented in the Sales CRM tool (documents such as POPSA, Key Account Plan, Visit Report & Others).

Review fortnightly on SPANCOP measurement with STL, such as hit rate, success conversion rate, pipeline strength and others.

Business Development

Maintain & develop in-depth and current product and industry knowledge.

Monitor key competitors in the sector and understand their strengths and weaknesses in order to maximize sales opportunities.

Understand and keep track of changing customer needs, customer structures and the business environment.

Contribute to the overall planning and development of the T&S business by providing recommendations and market intelligence on business, customer, competitor and market issues.

Assist in identifying new growth opportunities in line with the T&S business strategic marketing direction.

Contribute to development and execution of Product Sourcing Strategies

Auto req ID:

95566BR

Country of Work Location:

China

Company Description:

Shell's story in China dates back more than 100 years. At Shell China we will make sure that your ideas will travel. All of Shell’s core businesses are now represented in China. We need world-class candidates to continue our drive to innovate and answer the world’s energy needs in socially and environmentally responsible ways.

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.

Work Location:

Shanghai - The Hub

Requirements:

Able to work collaboratively with diverse groups of stakeholders.

Entrepreneurial spirit with balanced understanding of business risk and reward Skills

Knowledge of the oil market, prior working experiences in Supply Chain Logistics and price risk exposure will be an advantage

City, State (if applicable):

Shanghai

Company info

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