Key Account Manager Trucks

Profile

, Germany

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

March 29, 2023

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

What’s the role?

The role will manage our local portfolio of large Global Key Account Truck OEM customers as well as German Key Accounts and prospects in the Truck and Bus sector. This requires close relationship with relevant Stakeholders and key decision makers within the customers organisation. The candidate can be in Hamburg or work home based, with frequent travelling to establish and maintain long-term partnerships with counterparts.

Accountabilities:


Overall P&L responsibility for the entire Sector. Full end to end ownership of all activities required to ensure the delivery of the business plan through substantial growth.
Management of GKA (Global Key Accounts) deals in the Truck sector in Germany, like MAN, Scania, Volvo, Renault. This includes the preparation and support of local offers, presentation to and negotiation with customers together with the Global Account Manager and core team, local deal implementation and all ongoing activities related to future growth of the business.
Develop opportunities, position Shell as the right supplier and successfully lead negotiations to close sales deals with existing and new customers.
Maintain and manage a strong pipeline of potential prospects and focus on delivering the biggest opportunities, continuously challenging and expanding the pipeline.
Plan, monitor and achieve individual sales targets to support the overall team performance. Full accountability for the performance of the entire group of managed GKA and Local Accounts in the Truck and Bus sector (volumes, margins, top line growth, customized CVPs, credit targets, Premium Product sales).
Ensure a high level of customer satisfaction to differentiate from the competition and support the growth strategy.
Ongoing observation of changing customer requirements and the market environment of the specific sector, including the capabilities, strengths and weaknesses of key competitors.
Put in place robust Key Account Strategies which are based on customer insights and plans to implement solutions with a competitive advantage.
Support the development of Customer Value Propositions for Truck and Bus customers in close collaboration with Portfolio Management, Marketing, Supply Chain and all other functions involved.
Lead the business plan process for own customers by providing detailed information and accurate assessments.
Establish close collaboration with key internal stakeholders like Supply Chain, Technical Team, Customer Operations, Finance, Legal, Credit, etc. to manage customer needs in a professional way.


What we need from you


Knowledge of the Sales & Marketing process and German Truck OEM market environment
Proven experience in Sales, preferably in a Lubricants environment or similar industry
Strong commercial mindset
Good interpersonal and communication skills
Ability to influence global and core teams to achieve optimal outcome for local accounts
Customer focus and relationship building skills
Analytical skills and strategic thinking
Structured and independent working style
Setting high standards for professional and operational excellence including Health, Safety, Security and Environment
Native German Language speaker and fluent English language skills


Company Description

At Shell Germany, our drive is to employ world-class individuals. We employ 4,200 people whose careers have benefited from our industry-leading career development programme and unrivalled inhouse access to local and global experts. We are active in many areas such as Gas, Gas Marketing, Manufacturing & Distribution of oil products, Petrochemicals as well as Research & Development. Shell in Germany is one of the biggest retailers of energy products and one of the largest refinery operators. Our extensive R&D facilities in Hamburg allow us to offer a broad range of expertise on Retail Fuels, Lubes, and Marine, Power and Engine Vehicle Technology. Shell began operations in Germany in 1902.

An innovative place to work

There’s never been a more exciting time to work at Shell.

Join us and you’ll be adding your talent and imagination to a business with the ambition to shape the future – whether by investing in oil, gas and renewable energy to meet demand, exploring new ways to store energy, or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part.

An inclusive place to work

To power progress, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment – one where you can express your ideas, extend your skills, and reach your potential.


We’re creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we’ll take it from there.
We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.
We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.
We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.


A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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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 Shell/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.

Company info

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