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B2B Business Development Manager
Shell & Turcas Petrol A.Ş

İstanbul(Avr.), İstanbul(Asya)

İş Yerinde

Job Type

Full-Time

Position Level

Medium Level Manager

Department

Sales

Application Count

695 application

Job Type

Full-Time

Position Level

Medium Level Manager

Application Count

695 application

Department

Sales

QUALIFICATIONS AND JOB DESCRIPTION

Min 8 years experience in sales/managing direct key accounts or front line sales role for Construction & MQC sectors.
Understand key account management in terms of customer relationship management and customer service management (as opposed to just selling).
Strong analysis and problem solving ability.
Strong and advanced hunting skills for new prospects
Track record in delivering results and achieving business targets.
Drive, self-motivated, high on achievement; result-oriented, able to work under pressure.
Demonstrated ability to identify and improve service offerings in line with customers operations and processes.
Ability to build and maintain positive customer relationships and work in a team-orientated environment.
Previous experience in managing complex stakeholder issues and complex account plans highly desired.
Excellent negotiation, communication and networking skills.
Demonstrates a good knowledge of HSSE standards and practices
Fluent in English (writing and/or conversation).
Good PC skills

İŞ TANIMI

Definition:

The Construction & MQC (Const&MQC) Business Development Manager (BDM) role is a frontline sales activity role purely focused on New Business Development. With no direct portfolio of customers, the role will identify qualify, and win new direct growth in conjunction with Field Based Account Managers (FBAM) and Key Account Managers (KAM) while being held accountable for successful onboarding and measured on the first 12 months of actuals from each new customer performance. With an emphasis on hunting New To Shell business, the Const&MQC BDM role will grow the Shell Direct industrial business portfolio and execute a strategically developed pipeline in line with B2B Breakthrough Roadmap objectives.
This role will focus on those specific sectors and big fish/key accounts to achieve incremental Vol./C3. With no direct portfolio of customers, the role will identify qualify, and win new direct customers to accelerate growth while being held accountable for successful hand-over to related FBAM/KAM

New Business Development of profitable and strategic volume/C3 in line with businesses objectives, rules of winning & Enterprise 1st focus and effectively develop and bridge FBAM/KAM Customer relationships that will ultimately take over account ownership post onboarding of New to Shell customer wins; are the key dimensions of this role.

Accountabilities:

Actively hunt and win New To Shell business in parallel of establishing Prospect & Area Manager relationships. Take ownership and carry out the complete sales cycle with opportunities, valuing the importance of the Approach phase in adding depth to the offer. Thus preparing and delivering robust offers inclusive but not limited to the Shell sector CVP, price, payment terms, delivery promise, services, and operational excellence KPIs. Champion the SPANCOP sales process (prospect tracking tool) with a strategic mindset, and effectively use Salesforce as a primary customer relationship management software tool. Develop a strategic pipeline to be qualified, approached, negotiated, and closed with clear visibility to the local sales team over monthly pipeline reviews.
Inclusive, but not limited to, prioritized prospects to be worked, updates on active offers, and onboarding efforts. Negotiate and network with key accounts & big fish companies at all levels of the organization required to successfully close new sustainable business with compressed cycle times. Handle multiple stakeholders and manage multiple complex negotiations simultaneously. Hold in-depth commercial & technical knowledge of the Sectors, Product Portfolio, Shell Sector Value Proposition, and very strong Value Selling skills.
Handover responsibilities will require BDM to manage multiple stakeholders and ensure the account receives high service levels throughout the process. Moreover, the BDM will be responsible for ensuring and actively participating in the first Business Reviews with the new customer (inclusive of Acc Manager & KAM).
Have in-depth knowledge of the key competitors in the sector or product group and understand their strengths and weaknesses thereby exploiting opportunities arising from these.
Responsible and proactive in HSE issues that affect the individual, the office/field environment and their customers including in depth knowledge of competition law.
Accountable for developing and executing a self-development plan aimed at personal and professional continuous improvement on competencies.

Be a role model showing the leadership attributes of Authenticity, Growth, Collaboration and Performance.

Be a role model leveraging the behavioral imperatives of external focus, commercial mindset, delivery, speed and simplicity.

Be a dynamic team player willing to pursue an aggressive sales plan in a competitive environment

Be a Sales 1st Flagship Champion