Location
Hamburg, FREIEUNDHANSESTADTHAMBURG, Germany, Germany
Posted on
Jun 08, 2022
Profile
, United Kingdom
Job Family Group:
Commercial and Retail
Worker Type:
Regular
Posting Start Date:
June 9, 2022
Business unit:
Downstream
Experience Level:
Experienced Professionals
Job Description:
Where you fit In
The Global Key Accounts (GKA) organization serves our largest, global Lubricants’ customers across a range of sectors. We aim to excel in key account management and value led CVPs, delivered globally to our customers.
You will be part of a diverse global team and work closely with local key account managers in each market and a multitude of colleagues from various departments.
The role provides an outstanding context to work end to end with different groups of people and deal with some of the biggest OEMs globally.
What’s the role?
As the Global Account Manager, you will manage two Agriculture sector accounts in the Global Key Accounts Agriculture team, developing and executing the 2022-2026 accounts’ strategies, including business volume and profitability targets. More specifically your role will include:
Lead profitable growth for the accounts globally and implement business strategies to achieve continued growth of the agriculture sector in line with multi-year plan expectations and annual targets.
Drive the long-term relationships with the customers, liaising across different levels of the customer’s organization from local markets to senior executives to ensure that Shell can exert influence over the customers’ strategic direction and that it is the preferred and strategic supplier of lubricants & other fluids.
Developing new business and increasing existing business to achieve Volume, and profitability ambitions, through Challenger Selling, CVP development and implementation of new business, new product applications and portfolio enhancement opportunities.
Work collaboratively with the Agri Core Team and other parts of the organization (Supply, Mobility, Renewables & Energy Solutions, etc.) for the development and implementation of innovative and integrated CVPs, including beyond lubricants value propositions regarding decarbonization and the energy transition, leveraging broader Shell enterprise relationships and opportunities, and demonstrating one Team Shell behavior.
Driving E2E collaboration with colleagues in different roles and functions to effectively deliver results such as: working closely with Marketing & Pricing to refine pricing tactics, working with Technical & Marketing on portfolio management and strategic marketing initiatives, working with customer operations and supply chain to reduce supply disruptions or working with S&D to develop decarbonization CVPs
Driving P&L impact through working effectively and in collaboration with Local Key Account Managers in direct and indirect markets, implementing the right marketing activities.
Accountabilities
Ensure compliance with HSSE (Health Safety Security and Environment) Goal Zero
Accountable for the bottom-line results
Manage relationships with key customers stakeholders at different levels of the organization
Work with the Agri TL and core team representatives (including Marketing, Supply Chains, Technology, Finance, etc.) to develop and implement the Account Strategy and Multi Year Plan
Work closely with Sales Teams in the different countries to develop the business and deliver the plans for volume and profitability, namely guaranteeing strong local plans to improve After Market loyalty
Support local teams on daily operations challenges with the markets, including supply chain, product availability and logistics issues, forecasting, promotional periods, and OTIF (On Time in Full deliveries) coordination
Coordinate product introduction, product removal and pricing for the markets
Work closely with Marketing & Finance to refine pricing tactics per market
Work closely with Technical & Marketing for challenges regarding product fit, new product development, future portfolio, deal sheet development
Actively participate in the Global Agri Core team manage relationships to lead/participate in cross functional projects
What we need from you
You will require excellent stakeholder and people leadership skills, a track record in deal delivery and negotiation skills, an open and agile mind set, and the ability to work effectively across a large part of the organisation spanning functions and lines of business.
Specifically, you will have:
Commercial acumen, with proven track record of delivering commercial results.
Experience in negotiations that will tangibly translate to delivering results. Prior Sales and Marketing experience working across functions and with multiple markets / cultures would be preferred.
Good stakeholder management and relationship management skills
Enterprise First and integrated business mindset with ability to work beyond own line of business
Previous experience in customer facing roles Project management skills and experience Cross cultural experience
Technical affinity and good Lubricant’s business understanding preferred, but not a must
Business development experience preferred
We encourage applications from employees who may have flexible working requirements. Flexibility will mean different things to different people, and we are interested to know what might be needed to help you succeed and be at your best. We will endeavor to accommodate those requirements in balance with what is required for the job to be successful and local country policy
An innovative place to work
There’s never been a more exciting time to work at Shell.
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 oil, gas and renewable energy to meet demand, 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, 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’re 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’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.
We’re 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
Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.
We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.
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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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