Key Account Manager-Process&Transformer Oils

Shell & Turcas Petrol A.Ş

Min 5 years experience in sales/managing direct key accounts or front line B2B 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:

To develop and maximize the volume and C3 Margin of existing Process Oils & TFO 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 peers, BDMs, FLTSs, support functions in servicing the Key Accounts
 
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, C3, Overdue, DSO and Controllable Costs, working capital

b. Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn,
 
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
 
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

Aggressively grow the Process Oils & TFO businesses, delivering against T&R targets

Establish a strong touch base and contact matrix with global/local OEMs & TEIAS to get related approvals for GTL Diala products.

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

Operate within agreed strategy and guidelines, and use agreed processes and tools.

Work in coordination with supply & trading teams for supply security and competitiveness at related product groups.

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

Be a Sales 1st Flagship Champion

Develop a business strategy for emerging GTL opportunities in both Process & Transformer Oils market