Field Based Account Manager B2B

Profile

Cairo, Egypt

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

February 28, 2022

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

Dimensions


Volume

C3


2-3 ML

1.8 - 2.7 M$

Job Purpose

To prospect intensively, develop and maximize the volume and C3 Margin at area under responsibility through effective use of the CVPs, cross business synergies, tactical pricing, cross sell and up sell while actively spending time for hunting to increase current customer portfolio with new key accounts.

To build up strong relationships with key decision makers in own customer portfolio together with target prospects

Utilize Global CVPs and Sales 1st techniques to achieve financial targets Sales & Marketing and OTC Key Performance Indicators (KPIs)

Develop account plans and business strategies to achieve sustainable growth, along with high customer satisfaction.

Accountabilities

Selling & Negotiating


Improves the profitability and competitive performance of the business through selling and negotiating skills and maximizing sales opportunities.
Plan, monitor and achieve individual sales targets (e.g. volume, margin, growth, named customer CVP)- Makes win/win sales via systematic approach of selling and negotiating (Suspect Prospect Analyse Negotiate Close Order Pay - SPANCOP).
Increases the value for existing Shell customers through cross, range and up selling.
Carries out price negotiations with customers, preparing quotations and proposals and agree on all operational. requirements (including: price, contract, payment terms and services).
Formulates clear negotiating strategies and understands the trade off’s and cost to Shell whilst balancing customer’s needs.
Develops new opportunities with prospective customers independently and from leads developed through others.


Customer Relationship Management


Establishes, develops and manages ‘win-win’ customer relationships that deliver for both Shell and Customers volume and profitability objectives while maximizing the value of Shell brands.
Creates a deep understanding of the Customer, their needs and structure.
Makes the best use of time through planning and prioritizing.
Offers solutions to customers’ problems and handles conflict effectively.
Manages interactions with other channels of distribution.
Achieves competitive advantage through applying sound understanding of the market and external environment in all business activities.


Market awareness


Achieves competitive advantage through applying sound understanding of the market and external environment in all business activities Customer Value Proposition.
Maintains and generates additional business through informed selection and recommendation of our products, services and logistics.
Clearly communicates product features and benefits; instils confidence in our customers/trade partners for our CVP.
Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.


Be responsible and proactive in HSSE issue that affects the individual, the office/field environment and their customers.

Be accountable for own development plan to continuously improve competencies.

Key challenges


Deliver Growth in a challenging market with main competition being IOC&NOCs
Seek to improve offerings through value selling.
Seek coaching feedback to enhance sales competence & motivate self.
Uphold Sales standard to stay in Sales 1st Flagship
Drive the business through SPANCOP process ensuring increase in market penetration and market share.
Align activities with Marketing and Technical Teams. Maintain and grow good working relationship with the assigned customers/prospects.
Develop and maintain good working relationships with all Support Functions Marketing – Technical / Marketing / Credit / Finance / S&OP / Finance to improve customer satisfaction.
Accurate Sales forecasting, good credit control as focus areas and deliver business plan within Days Sales Outstanding (DSO) and Overdue (OD) % targets.
Ensure business / market share growth in line with the Sector strategy. Ensure rigorous implementation of Key Account Management and Sector strategy.


Functional Competences

Selling & Negotiating knowledge

Key Account Management knowledge

Applying Customer Value Proposition knowledge

Commercial & Economic Acumen knowledge

Value chain Understanding knowledge

Managing Customer Experience Knowledge

Applying Technical Capability knowledge

Qualifications & Requirements


Bachelor’s degree in engineering preferably Mechanical Engineering or Mechatronics
Minimum 3-5 years of Sales experience, with proven success in developing profitable business.
Strong Customer focus, preferably with Key Accounts in industrial sectors.
Marketing, Finance, Operations and / or Business knowledge very much preferred.
Strong interpersonal skills and able to build constructive relationship with customers.
Strong B2B market knowledge and industrial sectors needs awareness.
Proven experience in influencing capabilities and solid relationship skills
Strong results-oriented team member with excellent communications skills and a strong desire to compete and win.
Fluent English and Arabic language skills.


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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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