• Shell - Key Account Manager - Lubricants Business Jobs in Gurgaon,India

  • Shell Markets

Job Description:

Purpose

Grow the B2B Lubricants business in assigned sector and geography by applying Key Account Management techniques to large customers and prospects Deliver top line growth by selling Shell CVPs to target sector, in line with Shell HSSE policy and Shell General Business Principles In conjunction with Marketing, Specialties and Technical, implement the Sector and Customer Strategy

Accountabilities

- Apply Key Account Management techniques to develop large direct accounts to achieve-

- Volume, Net Proceeds, C3, Credit DSO and Opex targets as per T&R plans for the year

- Sales Productivity performance indicators Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Revenue and C3

- Working Capital Management with accurate Sales forecasting, good credit control as focus areas and deliver business plan within Days Sales Outstanding (DSO) and Overdue (OD) % targets

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

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

- Adhere to Sales 1st processes, tools and gladiatorial standards Increase the value for existing Shell customers through cross-selling and up-selling

- Develop new opportunities with prospective customers independently and from leads developed through Prospecting

- Develop, update, maintain, and communicate the Key Account Plan 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

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

- Align activities with Marketing, Specialities and Technical Teams Maintain and grow good working relationship with the assigned OEMs and customers/prospects

- Understand and report competitor activities Adhering to Shell General Business Principles in all transactions and conduct of business with external parties

- Demonstrating commitment to and be responsible for HSSE and the company commitment to sustainable development; inculcating safety conscious behaviour with external parties; meeting own safety targets as per the performance contract

- Demonstrate inclusive behavior in all aspects of the companys work, provide equal treatment to people from both genders, different cultural and ethnic backgrounds and recognise and respect different ways of thinking

- Be accountable for own development plan to continuously improve competencies

Requirements

Engineering Graduate/MBA with Work experience of around 6-10 years in selling of B2B products to steel and power is essential

- Significant Sales experience, with proven success in developing profitable business, preferably with Key Accounts and OEMs

- Strong Customer focus

Sales Competencies

- Selling and Negotiation Skill

- Applying Customer Value Proposition Knowledge

Key Account Management Skill

- Commercial & Economic Acumen Knowledge

- Value Chain Understanding Knowledge

- Managing Customer Experience Knowledge

- Pricing & Exposure Management Knowledge

- Contract Management Knowledge

- Applying Technical Capability Knowledge

- Generating Insights Knowledge

Profile Summary:

Employment Type : Full Time
Salary : Not Mentioned
Deadline : 19th Feb 2020

Key Skills:

Company Profile:

Not Mentioned

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