Shell

Job Description:

The purpose of this role is to deliver superior performance to the commercial Aviation business in Turkey by:

• Delivering e2e value as part of the European sales team

• Delivering planned aspirations on Volume, Profit (CONCO C4)

• Implementing targeted customer value propositions

• Managing customer relationships for optimal margin growth

• Supporting Airport Optimizers in securing the most profitable portfolio of customers for each location

• Driving and wining in the Carbon Offset and SAF space for Aviation

This role will be accountable for managing airline customers, among which Turkish Airlines and Pegasus.

Due to the integrated nature of our business (T&S and Shell Aviation), frequent coordination and good understanding of the supply chain and e2e economics is a must

Accountabilities:

• Develop and execute long term customer account plans, including identification of new opportunities and managing the sales cycle from prospecting to bidding for new business, negotiation and deal closure using the Challenger Model.

• Work with Airport Optimizers globally to deliver location targets and identify opportunities to upgrade Airport Profitability by growing sales to customers in the territory. This will require trade-offs to identify which customer opportunities will deliver the most end-to-end value for Shell at each remote location.

• Collaborate with Integrated Jet teams and traders to optimize the overall benefits to Shell

• Work with Marketing and Operations to identify and deliver value add offers for customers that can be appropriately monetized

• Work with the customers ‘sustainability experts and internal sustainability SME”s to help drive the energy transition in the aviation sector

• Part of the Turkish location Management teams led by the Channel optimizer /airport optimizer who are responsible for defining cluster strategy and tactics together

• Ensure accurate and timely input from customers on demand forecast

• Drive improvement of customer satisfaction

• Active leverage of Sales Management tools to grow competences and enhance sales outcomes, including Sales Force.com, POPSA, WILO, MILO, Pipeline Management

• Participate in monthly and quarterly results analysis and use outcome to continually refine sales approach and prioritization

• Support and drive global and regional Business Development and CVP delivery activities together with Global and Regional Marketing and Business Development teams

Dimensions:

• European Integrated Jet Scorecard shared together with T&S (>$60m C5)

• $7+mln integrated Turkish customer C4 in close cooperation with T&S

• E2E owner for global and regional airline and General Aviation account management, including customer like Turkish Airlines, Pegasus and Istanbuljet

Experience and Qualifications Required:

• Proven ability in e2e supply chain economics. It will be required to work very closely with T&S and jointly optimize the value for Shell

• Proven track record of pricing excellence. Particularly important to be able to demonstrate value-selling techniques and a strong background of delivery in commodity products

• Experienced sales professional with drive and commercial acumen to manage customer accounts and develop customer portfolio

• Demonstrated strength in managing complex customer relationships

• Familiarity with the principles of a CONCO/DELCO based business

• Track record in operating in mature markets whilst delivering year on year growth

• Proven ability to create and manage effective alliances with key stakeholders. Ability to work with stakeholders in supply and operations

• Sensitive to, and effective at operating across different cultures

• Highly proficient in both spoken and written Turkish and English, as well as using teams, Instant Messaging, Video Conferencing, Outlook, etc.

• Able to work from the Istanbul office 2/3 days per week

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o Internal: Account Manager Turkey

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