B2B Key Account Manager_Ankara

Shell & Turcas Petrol A.Ş

Min 5 years experience in sales/managing direct key accounts or front line sales role for construction sector

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

This position will be based in Ankara

İŞ TANIMI

Purpose:

To develop and maximize the volume and C3 Margin of existing Construction 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 build up strong relationships with key decision makers in own customer portfolio especially at Key Accounts together with key target prospects
 
Utilize Global CVPs and Sales 1st techniques to achieve financial targets Sales & Marketing and OTC Key Performance Indicators (KPIs)
 
To be a role model for other FBAMs in leadership competencies and Sales 1st behaviors.
 
Lead, coach, motivate and coordinate the sales team consisting of FBAMs, BDMs, FLTSs, support functions servicing the Key Accounts regarding construction and mining sectors
 
Develop business strategies and make strategic development plans to achieve sustainable growth, along with high customer satisfaction.

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
 
Develop new opportunities with prospective customers to acquire new business independently signing sound contracts with target customers, explicitly managing liability and contractual issues
 
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.
 
Implement and maintain the Company’s standardized sales and business management processes in line with the KAP(Key Account Plan) and deliver the sales and profitability plans for each account of his/her responsibility


Practice LAT behaviors, HSSE policies, and Shell Business Principles. Operate within the Manual of Authority and the Standard Offer Book
 
Establish, develop and manage win-win customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes.
 
Take growth as top priority and spend significant time for hunting as well as managing the existing Key Accounts
 
Effectively use Sales 1st, Price Management, S&OP and Customer Promise processes and tools, to provide the required level of service to both customers and support functions
 
Make jointly visits to major customers and prospects to develop skills, knowledge, coach and motivate team to achieve targets
 
Work closely with support, supply chain and Global Accounts teams to achieve the targets, resolve complex issues and improve customer satisfaction.
 
Market update in coordination with marketing and Global Accounts   Teams; coordinate the information flow between local and global sales teams
 
Consistently manage and review contact strategy for customer/trade partner organizations – increasing from transactional level to partner of choice.
 
Proactively read the customer / market and implement effective business activities from sound understanding of customer needs and developments in the market. Implement responses to competitor actions and market changes.
 
Monitor key competitors in the sector and understand their strengths and weaknesses in order to maximize sales opportunities.

Contribute to the overall planning and development of the commercial business by providing recommendations and market intelligence on business, customer, competitor and market issues to the marketing team.

Special Challenges

To be the construction and mining focal point as responsible from both sectors all around Turkey
 
Manage, investigate and share sector dynamics to the team
 
Aggressively grow the Construction and mining business, delivering against T&R targets
 
Develop a business strategy for construction & mining opportunities
 
Good understanding of Market knowledge, Industrial trends, GC structure and stakeholders to maximize cross-functional contributions (DS, Commercial, Supply & Distribution, Trading)
 
Operate within agreed strategy and guidelines, and use agreed processes and tools.
 
Maximize time spent on the field to develop new businesses and to make joint visits with other FBAMs using this as an opportunity for coaching increasing market knowledge
 
Be a dynamic team player willing to pursue an aggressive sales plan in a competitive environment

Organize periodic sales/business review meetings, teleconferences with rest of team to facilitate the sharing of customer and market information,

Be a Sales 1st Flagship Champion