B2B Direct Account Mgr East Malaysia

Job Family Group:

Worker Type:

Posting Start Date:

Business Unit:

Experience Level:

Job Description:

BUSINESS OVERVIEW

Shell Global Lubricants is the worlds #1 Lubricants supplies and has been so for the past 18 years. We bring the Shell purpose of Powering Progress to life by producing the worlds best lubricants driven by impeccable quality clean innovation and a customer-first focus.

Shell Lubricants has a long history of presence in Malaysia and is recognized as an iconic brand in the total the Malaysia Lubricants market is approximately 510 ML of which Shell has a strong market share and the opportunity to serve even more customers. with our comprehensive portfolio of products and solutions.

PURPOSE

We are seeking an Account Manager who is self driven able to think out of the box never shying away from challenging status quo & driving tough negotiation conversations both internally & externally. The Account Manager will be focusing on specific B2B sectors building deep understanding of the sectoral requirements and customer needs before helping them discover the full potential of Shell Lubricants products and solutions.

ACCOUNTABILITIES

• Achieving Sales Targets Marketing implementations Operational KPIs utilizing Shell CVPs and Commercial Excellence framework.

• Drive consistent performance

  • Agree monitor and achieve business performance targets:
    Financial performance indicators: Volume C3 C5 Premium C3 Controllable Costs.

  • Sales Productivity performance indicators: Pipeline Strength (SPANCOP) Target Delivered Hit Rate Cycle Time Customer Churn and Revenue

  • LSC Operational KPIs Credit KPIs.

• Utilize with strong discipline Sales 1st tools and processes such as Field Coaching Pipeline Management Key Account Planning and Call Planning.

• Establish develop and manage win-win customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes.

• Develop appropriate depth of understanding on specific focused sectors including understanding of its value chain and industry players sector outlook risks and opportunities and how products and solutions from Shell Lubricants plus wider Shell Group can be positioned to deliver value.

• Manage key stakeholders and work closely with Marketing Pricing and Technical teams and collaborate with LSC and Customer Operations to ensure Internal alignment good working relationships and delivery of C3 Volume Premium OPEX LSC operational KPIs and credit targets.

• 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.

KEY EXPERIENCES

• Entrepreneurial talents combined with an ability to work collaboratively across functional teams internally and externally

• Demonstrated commerciality and ability to manage internal and external relationships and negotiations in order to deliver sustainable value

• Demonstrated resilience and ability to lead teams in a highly operational environment whilst also developing collaborative new ways of working across organizational boundaries to deliver increased E2E value

• Learner Mindset and Hyper-Awareness: constant scanning of internal and external environments to identify opportunities and threats; curious to listen and learn from others

• Demonstration of Enterprise First Leadership Accountability Teamwork; and Honesty & Integrity and Respect for People

• Knowledge and experience in Lubricants would be ideal but not essential

Wed like you to know that Shell has a bold goal: to become one of the worlds most diverse and inclusive companies. You can get to know more about how were working towards that goal click here.

Shell in Malaysia

Shell has been a partner in fuelling Malaysias progress for over 130 years. Our journey with the nation is intertwined in as much as Shell has played a role in growing the countrys energy sector Malaysia has also played a significant role in the companys progress.

Our business has diversified from a modest kerosene venture to a group of companies engaged in every aspect of the modern oil and gas business.

Today Shell maintains a strong multi-faceted presence in the country through our longer-term investments innovation-sharing and impact to local communities.

We helped pioneer Malaysias oil and gas industry and fuelled its growth. We discovered Malaysias first oil onshore then took the industry offshore and most recently into the technically-challenging depths of Deepwater.

Shells strong retail network fuels the journeys of millions of Malaysian motorists every fact Shell is even able to offer one of the most differentiated fuel and lubricant products some of which were pioneered right here in the country.

We fuelled the ambitions of Malaysians: whether the generations of retail business partners; thousands of Shell scholars over the years; young entrepreneurs from our LiveWire programme; or Shell staff and alumni who are Malaysian luminaries today.

Shell continues to be one of the top employers in Malaysia with thousands employed in our upstream midstream and downstream businesses as well as in our service and support functions.

-

DISCLAIMER: