B2B Sales Account Manager

Job description

Company Description

At Shell Egypt, we believe that people are our greatest asset. You will see that our commitment to your career reflects our drive to innovate on many levels. We are committed to supply the world's need for energy in socially and environmentally responsible ways and our commitment to diversity will always be of paramount importance. Shell began operations in Egypt in 1911 and has been a steady presence and employer ever since. In addition, our social investment and development programmes attest to our commitment to make a difference for Egypt's youth. Shell Egypt runs workshop-based sessions aimed at delivering today's practical business skills to students through lectures and training conducted by experienced Shell hires, such as the “Step Towards Progress” (STP) at Cairo University; the “Annual Conference for Engineering Students” (ACES) & the “Give and Gain” programme at Ain Shams University, the “Real Life Project” at the American University of Cairo and the “Al Amal Programme” (Hope Programme).

Job Description

Purpose
Grow the B2B Lubricants business in assigned sector and geography by applying Account Management techniques to large customers and prospects.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. Create and track strategic account plan to meet Egypt “Accelerated Growth” plans and in Accountability section “ Maximize Business development through developing relationships with key stake holders with Customers and their influencers”.

Accountabilities
Apply Key Account Management techniques to develop large direct accounts to achieve:-

Volume, C3, Unit C3, Credit DSO and Opex targets as per T&R plans for the year.

- Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Revenue and C3.

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 and Technical Teams. Maintain and grow good working relationship with the assigned customers/prospects.

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 behavior 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.

Desired profile

Requirements

· 
Engineering Background (Mechanical preferably)

· 
3-5 years of commercial experience in B2B in Cement sales , Construction& Heavy equipment sales, Lubricants ,and Oil&Gas.

· 
Multinational corporate experience.

No. of Positions

1

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.

Removal Date

14-Feb-2018