Key Account Manager - Power Sector

Profile

, Turkey

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

April 12, 2022

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

Purpose:

To develop and maximize the volume and C3 Margin of existing Power sector key accounts 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 especially at Key Accounts together with key target prospects

To identify, qualify, and win new direct growth accounts in conjunction with Shell Technical, Sales & Marketing team and to be held accountable for successful onboarding and delivery of the new business.

With an emphasis on hunting New-To-Shell business, the KAM role will grow the Direct business portfolio and execute a strategically developed pipeline and strategy to win in line with B2B channel objectives.

To build up a proper and strong pipeline to discover growth opportunities and to grow the business aggressively

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

Lead, coach, motivate and coordinate the sales team consisting of FBAMs, BDMs, FLTSs, support functions servicing the Key Accounts regarding Power sector

Accountabilities

Achieve and monitor sales targets for both new and existing customers and be accountable for personal and sector performance:

a. Financial performance indicators: Volume, Revenue, C3, Overdue, DSO and Controllable Costs

b. Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, and Volume and C3

Develop new opportunities with prospective customers to acquire new business independently signing sound contracts with target customers, explicitly managing liability and contractual issues

Be a role model leveraging the behavioral imperatives of external focus, commercial mindset, delivery, speed and simplicity.

Practice LAT behaviors, HSSE policies, and Shell Business Principles. Operate within the Manual of Authority and the Standard Offer Book

Make jointly visits to major customers and prospects to develop skills, knowledge, coach and motivate team to achieve targets

Work closely with support, supply chain and Global Accounts teams to achieve the targets, resolve complex issues and improve customer satisfaction.

Market update in coordination with marketing and Global Accounts Teams; coordinate the information flow between local and global sales teams

Special Challenges

To be the focal point as responsible from Power sector all around Turkey

Manage, investigate and share sector dynamics, new investments and future startegy to the team

Aggressively grow business, delivering against T&R targets

Develop a business strategy for power sector

Good understanding of Market knowledge, Industrial trends, GC structure and stakeholders to maximize cross-functional contributions (DS, Commercial, Supply & Distribution, Trading)

Operate within agreed strategy and guidelines, and use agreed processes and tools.

Min. 6 years experience in sales/managing direct key accounts or front line sales role for B2B activities

Track record in delivering results and achieving business/sales targets.

Drive, self-motivated, high on achievement; result-oriented, able to work under pressure.

Fluent in English (writing and/or conversation).

Turkish is a MUST

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