Location
Gurgaon, HARIANA, India, India
Posted on
May 26, 2022
Profile
, India
Job Family Group:
Commercial and Retail
Worker Type:
Regular
Posting Start Date:
May 26, 2022
Business unit:
Downstream
Experience Level:
Experienced Professionals
Job Description:
Do you have a passion for Sales and Key Account Management with a background in lubricants? Then, this role might be for you!
Where you fit
Shell Global Lubricants is the world’s #1 lubricants supplier and has been so for the past 15 years. We bring the Shell purpose of Powering Progress to life by producing the world’s best lubricants, driven by impeccable quality, clean innovation, and a customer-first focus.
In this role, you’ll be working with a diverse and high-performing global team, including employees from marketing, sales, and other global key customers. Your role will be instrumental in attracting and retaining customers, build long-term customer loyalty and create demand for Shell’s Lubricants.
What’s the role?
As Key Account Manager, you are responsible for growing the B2B Lubricants business in Construction, Mining, Cement, Fleet sectors and in targeted geography by applying Key Account Management techniques to large customers and prospects. You are expected to deliver top line growth by selling Shell CVPs to target sector, in line with Shell HSSE policy and Shell General Business Principles in conjunction with Marketing, Specialties and Technical, implement the Sector and Customer Strategy.
Other accountabilities are as follows:
Apply Key Account Management techniques to develop large direct accounts to achieve Volume, Net Proceeds, C3, Credit DSO and Opex targets as per T&R plans for the year.
Working directly with top big prospects, customers and supporting cross functional team members to deliver integrated Shell CVP.
Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Revenue and C3.
Working Capital Management with accurate Sales forecasting, good credit control as focus areas and deliver business plan within Days Sales Outstanding (DSO) and Overdue (OD) % targets.
Drive the business through SPANCOP process ensuring increase in market penetration and market share.
Ensure business / market share growth in line with the Sector strategy. Ensure rigorous implementation of Key Account Management and Sector strategy.
Adhere to Sales 1st processes, tools, and gladiatorial standards. Increase the value for existing Shell customers through cross-selling and up-selling.
Develop new opportunities with prospective customers independently and from leads developed through Prospecting.
Develop, update, maintain, and communicate the Key Account Plan. 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.
Develop and maintain good working relationships with all Support Functions Marketing – Technical / Marketing / Credit / Finance / S&OP / Finance to improve customer satisfaction.
Align activities with Marketing, Specialties and Technical Teams. Maintain and grow good working relationship with the assigned OEMs and customers/prospects.
Monitor and analyse date to understand brand, product and customer performance and trends across each sector
Work closely with the Cluster Pricing team to implement the pricing strategy and hierarchy for each sector
Work closely with the Cluster Product Lifecycle Manager to maintain the profitability and performance of the product portfolio
Understand and report competitor activities. Adhering to Shell General Business Principles in all transactions and conduct of business with external parties.
Demonstrating commitment to and be responsible for HSSE and the company commitment to sustainable development; inculcating safety conscious behavior with external parties; meeting own safety targets as per the performance contract.
Demonstrate inclusive behaviour in all aspects of the company's work, provide equal treatment to people from both genders, different cultural and ethnic backgrounds and recognize and respect different ways of thinking.
Be accountable for own development plan to continuously improve competencies.
What we need from you
Engineering Graduate/MBA with Work experience of around 7-10 years in selling of B2B products to construction, mining, cement and fleet is essential.
Significant Sales experience, with proven success in developing profitable business, preferably with Key Accounts and OEMs
Strong Customer focus
Gained hands on experience or Skill level in:
Key Account Management
Selling and Negotiation
Delivering a strong customer value proposition
Obtained knowledge or exposure among on the following sale competencies:
Commercial & Economic Acumen
Value Chain Understanding
Managing Customer Experience
Pricing & Exposure Management
Contract Management
Applying Technical Capability
Generating Insights
COMPANY DESCRIPTION
Shell is a global energy company where we work towards powering progress through more and cleaner energy solutions. We use advanced technologies and take an innovative approach to help build a sustainable energy future. In India Shell has its businesses footprint in Information Technology, Projects & Technology, Finance Operations, Integrated Gas, Downstream & Upstream spread across more than 7 main locations.
An innovative place to work
Join us and you’ll be adding your talent and imagination to a business with the ambition to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part.
An inclusive place to work
To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment – one where you can express your ideas, extend your skills and reach your potential…
We are creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we’ll take it from there. We are striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity. We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.
A rewarding place to work
As an equal opportunity employer, combining our ideas through a creative, collaborative environment and global operations – we have developed and will continue to nurture a unique workplace with an impressive range of benefits to ensure that joining Shell is an inspired and rewarding career choice for everyone.
This role will be based in Kolkata.
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DISCLAIMER:
Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.
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