Lubricants B2C Field Based Account Manager_Adana

Shell & Turcas Petrol A.Ş

Min 3 years experience in sales with direct accounts .

Understand 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 stakeholder issues and account plans highly desired.

Excellent negotiation, communication and networking skills.

Demonstrates a good knowledge of HSSE standards and practices

Fluent in English (writing and conversation).

Good PC skills

Work location will be Adana.

İŞ TANIMI

Purpose: To maintain and develop existing customer relationship and to identify and win new business using Face to Face selling and negotiating skills through effective use of the CVPs, to grow the business by increasing volume and margin in line with group negotiated agreements. 

Accountabilities:
-Deals mainly with Platinum & Gold banded customers
-Exceed team and individual KPIs as set by the Sales Manager
-Plan customer calls and visits to provide the appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationships.
-Increase the value for existing Shell customers through cross, range and up selling.
-Develop new opportunities with prospective customers independently and from leads developed through Tele-Prospecting.
-Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.
-Plan, monitor and achieve individual and team sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.)
-Develop, update, maintain, and communicate the Account Plan
-Be responsible and proactive in HSE issue that affects the individual, the office/field environment and their customers.
-Be accountable for own development plan to continuously improve competencies
-For new and existing customers, define and regularly review relevant customer relationship, behavioural and differentiated services banding and their sales & marketing plan.
-Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt.
-Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).
-Ensure all service providers carry out the agreed terms.
-Ensures that all customer interaction activities are properly logged and updated in the appropriate CRM systems (e.g. Vantive).
-Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.
-Work with other Shell teams and third parties (e.g. KAM, OtC, SM, Distributors, etc.) where necessary to provide an efficient and cost effective service to the customer.