Field Based Account Manager - B2C
Shell -
New Cairo, CairoPosted 5 years ago226People have clicked1 open position
Job Details
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Job Description
Job Purpose:
- To deliver top line growth by selling Shell CVPs to preferred Automotive/Transport OEM’s & FWS sectors
- To manage all customers in the area of responsibility by adding value to their businesses with a partnership and process driven approach, by creating cross-functional business linkages with them, and by making them considering Shell as their preferred business partner
Accountabilities:
- Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements including price, contract, payment terms and services.
- Identification and development of new business opportunities using SPANCOP tool.
- Ensure all Customers have appropriate and legal contracts and monitor resources allocation and performance against terms and conditions as per the Sales Contract Management process
- Financial performance indicators: Volume, C3 and Overdue/DSO.
- Follow Sales 1st behaviors and abide to all Sales1st tools
- Sales Productivity performance indicators: Key Account Plan quality, POPSA/Call reports quality, SPANCOP Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn
- Develop offers focused on fulfilling agreed needs with the customer, while maximizing value for Shell and leveraging differentiating elements of Shell CVPs
- Be responsible and proactive in HSSE issues that affect the individual, the office/field environment and Customers.
- Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve Customer satisfaction.
- Link business plans to external alignment and shared vision.
- Proactively manage customer payments to deliver overdue less sales performance and to decrease DSOs sustainable.
- Manage & develop long-term relationships with Key OEM and FWSs customers in the Automotive/Transport sectors at a senior level, coordinating the activities of all other CSM (Customer Service Management) & CRM (Customer Relationship Management) activities supporting these accounts.
- Accountable to assist to grow incremental C3 through few existing & mainly new customers, converting prospects into active business & achieving sales targets, whilst ensuring customer satisfaction,
- Conduct business review meetings with customers to ensure alignment with their key performance indicators and reassess opportunities for business development.
- Actively seek opportunities to increase the value of new and existing Shell customers through a deep understanding of the Customer's business needs and careful planning of cross range and up selling.
- Manages and reviews a contact strategy for customer organizations – increasing from a transactional level to the partner of choice
- Defines key account strategies to address customer needs and translates them into individual and team action plans and tactics