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B2C Key Account Manager

Shell & Turcas Petrol A.Ş

İstanbul(Avr.), İstanbul(Asya)

İş Yerinde

İş Yerinde

Job Type

Full-Time

Position Level

Medium Level Manager

Department

Sales

Sales

Application Count

999+ application

Job Type

Full-Time

Position Level

Medium Level Manager

Application Count

999+ application

Department

Sales

QUALIFICATIONS AND JOB DESCRIPTION

Min 7 years experience in sales/managing direct key accounts or front line sales role.

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.

Track record in delivering results and achieving business/sales 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

Purpose: 
The role will identify, qualify, and win new direct growth Accounts in conjunction with Shell Technical, Sales & Marketing team and will be held accountable for successful onboarding and delivery of the new business.

With an emphasis on hunting New-To-Shell business, the KAM role will grow the Shell Direct OEM business portfolio as well as focused Auto Brand network sales and execute a strategically developed pipeline and strategy to win in line with B2C channel objectives.  
 
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, supply agreement, payment terms, delivery promise, services, and operational excellence KPIs. 
 
Negotiate and network with sizable 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.
 
To develop and maximize the volume and C3 Margin of existing Key Accounts through effective use of the CVPs, cross business synergies, tactical pricing, cross sell and up sell while actively spending time for hunting to increase current customer portfolio with new key accounts.

To be a role model for other FBAMs in leadership competencies and Sales 1st behaviors.
 
To act as the local point of contact of the global customers in assigned local market and regionally as required. To ensure the highest level of service at all times to the customer for existing contracted business. Be accountable for contractual obligations locally and / or regionally.

Accountabilities: 
Achieve and monitor sales targets for both new and existing customers and be accountable for personal and sector performance:
a. Financial performance indicators: Volume, Revenue, C3, Overdue, DSO and Controllable Costs
b. Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, and Volume and C3

Hold in-depth commercial & technical knowledge of the Sectors, Product Portfolio, Shell Sector Value Proposition, and very strong Value Selling skills. Ability to deal with significant adversity and long cycle times as these deals and prospects are often large sophisticated corporations with complex internal deal evaluation processes. Ability
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.

Practice LAT behaviors, HSSE policies, and Shell Business Principles. Operate within the Manual of Authority and the Standard Offer Book

Responsible and proactive in HSSE 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. 
 
Special Challenges:
Aggressively grow in the  Auto & Commercial Vehicle and Agri businesses and Franchise Workshop network of specific brand OEM’s   delivering against T&R targets.

Good understanding of Market knowledge, Industrial trends, GC structure and stakeholders to maximize cross-functional contributions (DS, Commercial, Supply & Distribution, Trading)

Organize periodic sales/business review meetings, teleconferences with both local and global accounts team to share of customer and market information,

Must be able to travel and work at alternate regions up to 60% of time.
 
Build strong relationships throughout targeted key accounts, both at a Head office level and across the Plant/dealership network, where appropriate develop more senior relationships.
 
Must be a highly motivated self-starter and resilient and persistence in the face of objection
 

Preferred Candidate

7 - 12 years of experience
Bachelor’s(Graduate), Master’s(Student), Master’s(Graduate), Doctorate(Student), Doctorate(Graduate)

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