Field Based Account Manager

Shell   •  

Indiana, PA

Industry: Energy / Oil & Gas

  •  

Not Specified years

Posted 346 days ago

To maintain and develop existing customer relationships.
To identify and win new business and win new business using Face to Face selling and negotiating skills to grow the business by increasing Volume, Margin & Premiums in line with targets
Strengthen SOPUS brands and increase market share in respective territory.
Provide high level support to Key Accounts.
Support local Distributors in prospecting and growing their business.
Accountabilities:
Exceed team and individual KPIs as set by management.
Able to demonstrate high-level understanding of the Consumer Lubes business.
Fill pipeline with qualifying opportunities, identify these opportunities through cold calling, networking and business journals.
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 and acquiring new business relationships.
Increase the value and share for existing Shell customers through Value-Selling and Cross/Up-Selling.
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 strong and mutually beneficial relationships with our Distributor network.
Develop, update, maintain, and communicate Account Plans.
Effectively use Sales Force software (CRM).
Effectively use the SPANCOP process in sales activities.
Be responsible and proactive in HSSE issues that affect the individual, the office/field environment and their customers.
Be accountable for own development plan to continuously improve competencies.
Role will require a focus on hunting for new business, while maintaining existing accounts. Identifying cross sell and up-sell opportunities should be second nature in this Account Management role.
For new and existing customers, define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan. Credit control duties will be required, as will difficult conversations surrounding shortfalls and contractual penalties.
Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt.
Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).
Ensure all service providers carry out the agreed terms.
Ensures that all customer interaction activities are properly logged and updated in the CRM system.
Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.
Work with other Shell teams and third parties (e.g. KAM, OBAM, SM, Distributors, etc.) where necessary to provide an efficient and cost effective service to the customer.
Role will require a focus on hunting for new business, while maintaining existing accounts. Identifying cross sell and up-sell opportunities should be second nature in this Account Management role.
For new and existing customers, define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan. Credit control duties will be required, as will difficult conversations surrounding shortfalls and contractual penalties.
Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt.
Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).
Ensure all service providers carry out the agreed terms.
Ensures that all customer interaction activities are properly logged and updated in the CRM system.
Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.
Work with other Shell teams and third parties (e.g. KAM, OBAM, SM, Distributors, etc.) where necessary to provide an efficient and cost effective service to the customer.

  • Bachelor’s Degree.
  • Minimum eight (8) years of experience of field sales and selling brand value.
  • Proven experience in the aftermarket automotive segment preferred.
  • Proven territory salesexperience with P&L accountability responsibility across assigned territory.
  • Demonstrated ability to grow sales as measured by period-over-period increases in one or more of the following key performance indicators: Sales volume, Market share, Overall profitability, Per unit profit, Indirect channel efficiency.
  • Demonstrated experience successfully overseeing credit performance.
  • Proven experience setting pricing strategies to maximize profitability.
  • Proven experience developing and negotiating multi-yearsales agreements.
  • Proven experience negotiating independent dealer contract renewals.
  • Proven experience managing brand messages, outlining and selling in marketing and sales strategies and monitoring performance against those initiatives.
  • Previous experience providing consultative sales support and marketing guidance to distributors and/or wholesalers.
  • Knowledge of Sales Force/CRM-based tools and otherinternal systems.

59780BR