Account Manager Lubricant Automotive

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Job Description:

The Account Managers main role is to grow the local market share of SHELL per sector of activities by both increasing our share of wallet at existing accounts as well as hunt for new lubricant business. The account managers role is key in ensuring short to medium term growth and while doing so maximize the potential the of existing accounts to grow them to Key accounts level.

The role of the Account Manager will be:

- To build the prospection pipeline and the commercial offer for identified accounts and prospects in order to ensure a sustainable growth locally

- Be accountable for generating a defined growth target (Vol/ C3/ C3) for existing accounts in Franchised workshops

- Negotiate and coordinate the offers for new and/or medium sized accounts and implement the deals locally (Franchised workshops and Truck workshops).

- Coordinate the implementation actions and growth projects with the extended team: Global and regional key account manager - marketing - technical - LSC - Legal & Finance

- Collaborate with the extended team to define a clear sector strategy and drive the business forward by ensuring: strong key account plans - brainstorming on innovative CVPs

- Demonstrate a customer centricity & Enterprise 1st approach: CRM KPIs - Cash management - collaborate and share information between distribution channels

- Deliver a personal Goal Zero and promote the values of SHELL (ethics & compliance etc)

AM role: 40% prospection - 60% implementation/ coordination/Farming

The position is part of the Direct Sales organization and will report directly to the country Business Manager direct. The successful candidate will have the opportunity to develop his/her negotiating & prospecting skills by increasing the dimension of the customer portfolio given.

Dimensions FR Market share 14% SHELL lubricants in the world: N1 for 19 consecutive years

Skill & Requirements

Experience in Key Sales account management mandatory and preferable in B2C channel

Experience in automotive

Creativity: ability to think out of the box and use/develop the digital tools as required

Demonstrates ability to do an account strategy

Technical acumen

Good engagement skills: internal & external

Mastery in negotiation and customer relationship

Good project Management :Analytical and structured Have strong drive and ability to ability to work in an autonomous manner Proficient in English

Additional Information : Role is based in Paris area due to the necessary travel required. Sales force / Opportunity pipeline : 3500KC3 with a success hit rate up of 15% expected Current portfolio Vol/C3 : 32000M3/4200K C3

Key account plans reviewed regularly

HSSE: NO LSR Violation- Goal Zero -2 Near misses reported per year

This role will include approx. 70% travel.

This role is eligible for the sales bonus scheme We encourage employees to share if they have specific flexible working requirements. Flexibility will mean different things to different people and we are interested to know what might be needed to help you succeed and be at your best. We will endeavour to accommodate those requirements with consideration both for what is required in the role and taking the lead from a local country policy perspective.

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