Fleet Solutions & CRT Account Manager

Shell

Shell

Sales & Business Development
Bangkok, Thailand
Posted on Thursday, July 11, 2024

Purpose:


▪ Spearhead the sales efforts for fleet solutions, encompassing the management of sales, development, and expansion of products and services tailored for fleet operations.
▪ Strategically engage with potential customers to understand their fleet management needs and propose customized solutions that address their challenges effectively.
▪ Actively manage and nurture customer relationships to ensure satisfaction and loyalty, while also identifying opportunities for upselling and cross-selling within the fleet solutions portfolio.
▪ Collaborate closely with internal teams to stay abreast of product enhancements and industry trends, enabling informed and value-driven conversations with customers.
▪ Drive revenue growth by consistently achieving sales targets and contributing to the overall success of the fleet solutions business unit.


Accountabilities:


▪ Oversee the designated portfolio by formulating a growth strategy, creating plans, and executing them to achieve both individual and team sales targets, including C4+ margin, volume growth, DSO, and other credit KPIs.
▪ Consistently adhere to Sales 1st Standards, prioritizing pipeline management, streamlining call planning, and enhancing account management through the utilization of Salesforce tools to boost sales productivity and efficiency.
▪ Drive aggressive value growth by comprehensively understanding value creation and financial aspects, including value drivers, P&L impact, cash flow dynamics, and business deal implications, tailoring offerings to meet customer needs.
▪ Assist in crafting innovative and intricate Customer Value Propositions (CVPs) to transition from a supplier to a strategic partner, emphasizing value-driven interactions.
▪ Stay informed about market trends, competitors' strengths, and weaknesses to identify growth opportunities.
▪ Enhance value for existing customers and Shell through effective value, cross-selling, and upselling techniques.
▪ Prioritize the acquisition of new business, particularly targeting gold and platinum customers, in alignment with Fleet Solutions customer strategy.
▪ Analyze and strategize customer business dynamics, product portfolios, service packages, contracts, pricing, credit terms, and debt management.
▪ Adhere to HSSE Live Saving Rules and Goal Zero principles, demonstrating proactive responsibility in handling HSSE matters.


Requirement:


▪ Selling and Negotiation - Skill/Mastery
▪ Customer Relationship Management – Skill/Mastery
▪ Market Awareness – Skill
▪ Customer Value Proposition – Skill
▪ Finance & Economics – Knowledge
▪ Relevant bachelor’s degree/Masters are an advantage.
▪ Relevant sales experience or minimum 3 years’ experience in sales environment.
▪ Good working knowledge of the customer operation and financials and knowledge of specialist sources of information in knowledge of Salesforce tools
▪ Strong IT literacy on all Office Programs
▪ 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.
▪ Additional competences required:
▪ HSSE mind set, proactive contribution to the HSSE journey include leveraging Shell leadership in HSSE for commercial advantage.
▪ Financial Acumen including knowledge of P&L, cash, ROACE, ERR and capability to structure deals that maximize value to Shell.
▪ Demonstrated evidence of Leadership Attributes and 5 Behavioral Imperatives will be taken into account in the selection process.


Skill pool:

Commercial and Retail
Downstream