Field Based Account Manager B2B - Shell

Job Purpose

To prospect intensively develop and maximize the volume and C3 Margin at area under responsibility 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 together with target prospects
Utilize Global CVPs and Sales 1st techniques to achieve financial targets Sales & Marketing and OTC Key Performance Indicators (KPIs)
Develop account plans and business strategies to achieve sustainable growth along with high customer satisfaction.

Accountabilities

Selling & Negotiating

• Improves the profitability and competitive performance of the business through selling and negotiating skills and maximizing sales opportunities.

• Plan monitor and achieve individual sales targets (e.g. volume margin growth named customer CVP) Makes win/win sales via systematic approach of selling and negotiating (Suspect Prospect Analyse Negotiate Close Order Pay SPANCOP).

• Increases the value for existing Shell customers through cross range and up selling.

• Carries out price negotiations with customers preparing quotations and proposals and agree on all operational. requirements (including: price contract payment terms and services).

• Formulates clear negotiating strategies and understands the trade offs and cost to Shell whilst balancing customers needs.

• Develops new opportunities with prospective customers independently and from leads developed through others.

Customer Relationship Management

• Establishes develops and manages winwin customer relationships that deliver for both Shell and Customers volume and profitability objectives while maximizing the value of Shell brands.

• Creates a deep understanding of the Customer their needs and structure.

• Makes the best use of time through planning and prioritizing.

• Offers solutions to customers problems and handles conflict effectively.

• Manages interactions with other channels of distribution.

• Achieves competitive advantage through applying sound understanding of the market and external environment in all business activities.

Market awareness

• Achieves competitive advantage through applying sound understanding of the market and external environment in all business activities Customer Value Proposition.

• Maintains and generates additional business through informed selection and recommendation of our products services and logistics.

• Clearly communicates product features and benefits; instils confidence in our customers/trade partners for our CVP.

• Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.

• Be responsible and proactive in HSSE issue that affects the individual the office/field environment and their customers.

• Be accountable for own development plan to continuously improve competencies.

Key challenges

• Deliver Growth in a challenging market with main competition being IOC&NOCs

• Seek to improve offerings through value selling.

• Seek coaching feedback to enhance sales competence & motivate self.

• Uphold Sales standard to stay in Sales 1st Flagship

• Drive the business through SPANCOP process ensuring increase in market penetration and market share.

• Align activities with Marketing and Technical Teams. Maintain and grow good working relationship with the assigned customers/prospects.

• Develop and maintain good working relationships with all Support Functions Marketing Technical / Marketing / Credit / Finance / S&OP / Finance to improve customer satisfaction.

• Accurate Sales forecasting good credit control as focus areas and deliver business plan within Days Sales Outstanding (DSO) and Overdue (OD) % targets.

• Ensure business / market share growth in line with the Sector strategy. Ensure rigorous implementation of Key Account Management and Sector strategy.

Functional Competences

Selling & Negotiating knowledge

Key Account Management knowledge

Applying Customer Value Proposition knowledge

Commercial & Economic Acumen knowledge

Value chain Understanding knowledge

Managing Customer Experience Knowledge

Applying Technical Capability knowledge

What we need from You

• Bachelors degree in engineering preferably Mechanical Engineering or Mechatronics

• Minimum 35 years of Sales experience with proven success in developing profitable business.

• Strong Customer focus preferably with Key Accounts in industrial sectors.

• Marketing Finance Operations and / or Business knowledge very much preferred.

• Strong interpersonal skills and able to build constructive relationship with customers.

• Strong B2B market knowledge and industrial sectors needs awareness.

• Proven experience in influencing capabilities and solid relationship skills

• Strong resultsoriented team member with excellent communications skills and a strong desire to compete and win.

• Fluent English and Arabic language skills.

An innovative place to work

Theres never been a more exciting time to work at Shell.

Join us and youll be adding your talent and imagination to a business with the ambition to shape the future whether by investing in oil gas and renewable energy to meet demand exploring new ways to store energy or developing technology that helps the world to use energy more efficiently everyone at Shell does their part.

An inclusive place to work

To power progress we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment one where you can express your ideas extend your skills and reach your potential.

• Were creating a space where people with disabilities can excel through transparent recruitment process workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply and well take it from there.

• We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.

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.

Were huge advocates for career development. Well 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.