Shell

Job Description:

Manage, develop and grow a selective portfolio of high-value customers (gold, silver and bronze accounts) and agencies through face to face selling and strong negotiating skills, to deliver agreed margins and volumes.

FBAM is a leading role in the organization, expected to protect and grow Shell value through a partnership-based relationship with customers and significant focus on new business development and opportunities.

This role works closely with other functions in Fleet Solutions and the wider Retail organization in order to achieve flawless delivery of Fleet CVPs to customers, ensuring the highest level of customer satisfaction and maximum value to Shell and will be reporting to Fleet Solutions Direct Sales Manager Turkey.

Dimensions

Volume : 50 ML

Margin : 2 M$

Additional Information

• Set, monitor & track trade partner/customer performance via appropriate KPIs.

• Financial performance indicators: Volume, NFR (SFP & SOTR), C4+ & Credit DSO.

• Sales Productivity performance indicators: Account & Call Plan quality, SPANCOP pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Shell Fleet Platform (SFP), Shell On The Road (SOTR).

• Develop local/regional accounts' and implementation plan including aligning global/regional/local priorities and resources.

• Ensure strategies and plans maximize profitability, market share and growth opportunities.

• Build and sustain value-based long term relationships with customers by understanding their immediate and long term needs to deliver both superior customer experience and maximum value to Shell.

• Formulate clear negotiation strategies and understand trade offs and cost to Shell whilst balancing customers’ needs. Ensure contract negotiations are in line with MoA and applicable laws.

• Achieve competitive advantage through applying deep understanding of the market dynamics/external environment in all business activities and implementing responses to competitor actions and market changes.

• Develop, manage and maximize volume and margin of existing Accounts through effective use of our CVPs, cross business synergies, tactical pricing, and a range of selling techniques for VIS, Partner Card and Shell Business Club Customers.

• Gather and analyze market pricing information to prepare price proposals and conduct price negotiations with existing and prospect customers taking into account company Anti-Trust principles.

• Review existing customer profiles in relation to the products and services they purchase and use to identify possible opportunities for cross-selling and up-selling.

• Manage complex interfaces in target customer segment through the use of account planning and pipeline management.

• Champion and role model Sales 1st behaviours/standards. Challenger selling skills.

• Identify and implement Continuous Improvement (CI) solutions at Shell and at our customers’ premises.

• Develop relationship with both B2C Mobility & Acquisition Managers and dealers within territory to maximize NHF opportunities.

• Promotes sharing best practices internally to drive cross-business collaboration.

• Act proactively in HSSE matters that affect customers, you as a person, your team and colleagues.

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