Account Manager Direct B2B

Profile

, India

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

June 11, 2021

Business unit:

Downstream

Experience Level:

Early Careers

Job Description:

Make a difference

Grow the B2B Lubricants business in Construction, Mining, Cement, Fleet sectors and in targeted geography by applying Key Account Management techniques to large customers and prospects. Deliver top line growth by selling Shell CVPs to target sector, in line with Shell HSSE policy and Shell General Business Principles in conjunction with Marketing, Specialties and Technical, implement the Sector and Customer Strategy.

What’s the role?

This position is responsible for supporting power related businesses within Shell Energy Australia (SEAU).

Specific responsibilities include:


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.
Working directly with top big prospects, customers and supporting cross functional team members to deliver integrated Shell CVP.
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, Specialties and Technical Teams. Maintain and grow good working relationship with the assigned OEMs and customers/prospects.
Monitor and analyse date to understand brand, product and customer performance and trends across each sector
Work closely with the Cluster Pricing team to implement the pricing strategy and hierarchy for each sector
Work closely with the Cluster Product Lifecycle Manager to maintain the profitability and performance of the product portfolio
Work closely with ICE & RTM teams to ensure alignment between direct and indirect activities/communication
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 behavior with external parties; meeting own safety targets as per the performance contract.
Demonstrate inclusive behaviour in all aspects of the company's work, provide equal treatment to people from both genders, different cultural and ethnic backgrounds and recognize and respect different ways of thinking.
Be accountable for own development plan to continuously improve competencies.


The successful applicant will have the following:


Engineering Graduate/MBA with Work experience of around 7-10 years in selling of B2B products to steel and power is essential.
Significant Sales experience, with proven success in developing profitable business, preferably with Key Accounts and OEMs.
Strong Customer focus.


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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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