Office Based Account Manager

Profile

118155BR

Job Title:

Office Based Account Manager

No. of Positions:

1

Job Description:

Purpose:

Manage, develop and grow a selective portfolio of high-value customers through telesales techniques to deliver agreed targets such as margins and volumes.

The OBAM will cultivate partnership-based relationships with customers based on a clear understanding of SFS range of CVPs, and knowledge of customer needs in order to deliver maximum value for both Shell and the customer. In addition, the OBAM will be expected to contribute to SFS growth aspirations through significant focus on development of new business and supporting the 3rd Party for Bronze Customer account management.

Accountabilities:

• Develop a clear and articulated operational plan to deliver volume, margins and agreed growth targets.

• Focus on high probability opportunities, acquisition of new business in line with SFS strategy and customer banding with focus on silver and gold customers. Average time spent on new business development is 50-70%.

• Proactively plan and execute customer structured calls/journey plan to maximize customer facing time and to provide a high level of service with a focus on retaining/expanding existing business relationships. Benchmark for customer calls is 30 per day.

• Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt.

• Grow business through value/up selling based on a robust understanding of the customer business challenges and the range of Shell CVPs (VIS, Partner Card, Pratik Kart, Services on The Road and Shell Filo Platform), to offer tailor-made solutions.

• Carry out price negotiations with existing and prospective customers, preparing quotations and proposals and agree on all operational requirements including price, contract and payment terms.

• Understand customer business models, value drivers, challenges and opportunities to tailor offers and services to capture their businesses.

• Gain knowledge of market development, competitors’ offers strengths and weaknesses to create growth opportunities.

• Consistently apply Sales 1st standards (e.g. POPSA, CRM, etc.)

• Identify and implement Continuous Improvement (CI) solutions at Shell and at our customer premises.

• Comply with HSSE Life Saving Rules, Goal Zero and act in a responsible and proactive way in handling HSSE matters.

Auto req ID:

118155BR

Skillpool:

Commercial Business to Business (B2B)

Country of Work Location:

Turkey

Requirements:

Sales Competence Level:

Selling and Negotiation Knowledge

Customer Relationship Management Knowledge

Market Awareness Knowledge

Customer Value Proposition Knowledge

Finance & Economics Knowledge

Requirements:


Relevant Bachelor’s Degree.
Relevant sales experience or minimum 2 years of experience in sales environment.
Very good knowledge of English.
Strong communication skills.
Proven/track record of competence in negotiation and dealing with external partners.
Strong interpersonal skills: ability to manage relationships at all levels.
Financial Acumen including knowledge of P&L, cash, Roace, ERR and capability to structure deals that maximize value to Shell.
Resilience and ability to work under pressure with minimum supervision in a challenging environment.
Good working knowledge of the customer operation and financials and knowledge of specialist sources of information in knowledge of CRM tools.
Demonstrated evidence of Leadership Attributes.
Strong credibility (or proven willingness and capability to improve) in Personal and business skills.
Strong IT literacy on all Office Prorgrams.


Work Location(s):

Istanbul - Esentepe

Dimensions:

Portolifo of 800 (small and mid sized customers) with 29 mln ltr Annual Volume

Company info

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