Job Description

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.