Local Key Account Mngr - Southeast

Profile

Florida, United States of America

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

April 29, 2022

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

What’s the role?

The Local Key Account Manager (Bridgestone) is responsible for developing and managing long-term, customer relationships at all levels in the organization, including senior management level, within his/her assigned territory. The role will develop and deliver Shell CVP (Customer Value Proposition) to key customers to drive top-line growth. Coordinate and lead Shell's execution with internal and key external stakeholders to form strategic partnerships and build strong customer relationships.

As the Local Key Account Manager, you will be expected to:


Plan customer calls and visits to provide the appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationships.
Increase the value for existing Shell customers through cross, range and up selling.

Develop new opportunities with prospective customers independently and from leads developed through Tele-Prospecting.
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.
Plan, monitor and achieve individual and team sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.).
Develop, update, maintain, and communicate the Account Plan.
Be responsible and proactive in HSE issue that affects the individual, the office/field environment and their customers.
Be accountable for own development plan to continuously improve competencies.


Business Sales Processes


Implement and maintain the Company’s standardized sales and business management processes and deliver sales and profitability plans for each account of your responsibility.
Proactively work closely with Critical Business Partners (such as Supply, Distribution, Credit, Sales Support, Pricing Desk, Marketing, Legal & others) to ensure there is a culture of understanding and co-operation between sales and Critical Business Partners, particularly when conflicts may arise from a customers’ perspective.
Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti-Competitor laws and other relevant Shell policies.
Provide appropriate coaching, motivating and developing to peer or junior colleagues and sales support staff


Customer Relationship Management (CRM)


Establish, develop and manage ‘win-win’ customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes.
Drive the management of customer relationships by;
Participating in customer site visits and tender negotiations as appropriate.
Delivering value propositions and account implementation plans to add maximum value to both the customer and Shell.
Drive the pursuit of new business and growth in line with the Commercial Fuels business strategic direction.


Monitoring and Reporting


Plan, monitor and achieve individual sales targets through Sales 1st Behavior.
Understand & implement SPANCOP process and all necessary documentation should be documented in the SalesForce tool (documents such as POPSA, Key Account Plan, Visit Report & Others).
Review fortnightly on SPANCOP measurement with STL, such as hit rate, success conversion rate, pipeline strength and others.


Business Development


Maintain & develop in-depth and current product and industry knowledge.
Monitor key competitors in the sector and understand their strengths and weaknesses in order to maximize sales


Skills & Requirements

What we need from you -


Must have legal authorization to work in the US on a full-time basis for anyone other than current employer.
Bachelor's degree preferred.
Minimum three (3) years in sales experience dealing with complex, multi-site corporate accounts, preferably with at least two (2) experience in an automotive background
Significant Sales experience, with proven success in developing profitable business.
Strong Customer focus, preferably with Key Accounts and Distributors Channel Management experience.
Marketing, Finance, Operations and / or Business knowledge very much preferred.
Strong interpersonal skills and able to build constructive relationship with customers and Distributors.


Company description

Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the world’s growing need for more and cleaner energy solutions in ways that are economically, environmentally and socially responsible. We have expertise in exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals.

As a global energy company operating in a challenging world, we set high standards of performance and ethical behaviors. We are judged by how we act and how we live up to our core values of honesty, integrity and respect for people. Our Business Principles are based on these. They promote trust, openness, teamwork and professionalism, as well as pride in what we do and how we conduct business.

Building on our core values, we aspire to sustain a diverse and inclusive culture where everyone feels respected and valued, from our employees to our customers and partners. A diverse workforce and an inclusive work environment are vital to our success, leading to greater innovation and better energy solutions.

An innovative place to work

There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you’ll add your talent and imagination to a business with the power to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently.

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 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 participates in E-Verify. All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information or other protected status under federal, state or local laws. Shell is an Equal Opportunity Employer - Minorities/Females/Veterans/Disability. As a US Federal Contractor, hiring selections are subject to periodic audit review and documentation of your selections should be maintained for a period of three calendar years. It is the policy of Shell in the U.S. (“Shell”) to provide equal opportunity to all individuals, employees and all qualified applicants for employment consistent with employment requirements and qualifications. Shell prohibits discrimination based on race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, veteran status, citizenship, genetic information, or other protected status under federal, state or local laws. All employees are expected to support this policy and contribute to an environment of equal opportunity. If you need an accommodation for a disability during the resourcing process, please speak with an HR representative.

Company info

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