Field Based Account Manager - Ankara

Shell & Turcas Petrol A.Ş

• Relevant Bachelor Degree/Masters is an advantage.
• Relevant sales experience or minimum 2 years experience in sales environment.
• Good working knowledge of the customer operation and financials and knowledge of specialist sources of information in knowledge of CRM tools
• Strong IT literacy on all Office Prorgrams
• Good knowledge of English
• Proven/track record of competence in negotiation and dealing with external partners.
• Strong interpersonal skills: ability to manage relationships at all levels.
• Strong credibility (or proven willingness and capability to improve) in Personal and business skills. 

İŞ TANIMI

Purpose
Manage, develop and grow a selective portfolio of high-value customers (gold and platinum accounts) through face to face selling and strong negotiating skills, to deliver agreed margins and volumes.
The FBAM will cultivate partnership-based relationships with customers based on a clear understanding of CF range of CVPs, and knowledge of customer needs in order to deliver maximum value for both Shell and the customer. In addition, the FBAM will be expected to contribute to our growth aspirations through significant focus on development of new business.

Accountabilities
• Plan, monitor and achieve individual and team sales targets (i.e., C4+ margin, volume growth, Overdues, etc..)
• Consistently apply Sales 1st Standards especially in bringing best in class structure for call/journey plan, calendar management, account plan and use of CRM tools to maximize customer facing time (12-16 visits per week)
• Support the development of innovative and complex CVPs to be able to move from a supplier to a partner relationship in a value led environment.
• Manage more aggressively value growth, with a deep understanding of value generation and financial dimensions (value drivers, P&L impact of integrated offers, cash, DSO, ERR and cash impact of business deals).
• Understand customers’ immediate/long term needs, business models, value drivers, challenges and opportunities to tailor offers and services to capture their businesses
• Gain knowledge of market development, competitors’ offers strengths and weaknesses to create growth opportunities.
• Increase the value for existing customers and Shell through value, cross and up selling.
• Focus on acquisition of new business (gold and platinum) in line with CF customer strategy. Average time spent on prospecting: 50-70%.
• For new and existing customers, define and regularly review relevant customer relationship, behavioural and differentiated services banding and their sales & marketing plan.
• Carry out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).
• Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt.
• Identify and implement Continuous Improvement (CI) solutions at Shell and at our customers’ premises.
• Comply with HSSE Live Saving Rules, Goal Zero and act in a responsible and proactive way in handling HSSE matters.
• Sell our products (VIS, Partner Card, Shell Business Club) across all customer segments: CRT, national and international fleet.

Responsable for: Ankara & North Anatolia (including North Sea Region)