Office Based Account Manager, Commercial Fleet

Job description

Company Description

Shell is the petroleum retail market leader in Malaysia, catering to one-third of Peninsular Malaysia and half of Sabah and Sarawak's market requirements. We employ 6,500 people in Malaysia. We seek a long-term presence in Malaysia and invest heavily in our employees. Our industry-leading development career programme attests to that. Your ideas will travel at Shell, and your drive and commitment will be rewarded. Our commercial gas-to-liquids plant in Bintulu, our refinery in Port Dickson and our Projects and Technology office in Kuala Lumpur, that offers projects and business solutions, offer a great variety of jobs.

Job Description

·  Grow the Commercial Fleet business by increasing volume, margin & reducing DSO through existing customers and developing new customers/accounts via Sales 1st Behaviour.
·  Consistently apply Sales 1st Standards especially in bringing best in class structure for call/journey plan, POPSA, key account plan and use of CRM tools.
·  Benchmark for customers' hunting/ farming calls is minimum 100 calls per week. Record of calls made must be updated on daily basis in the BMS report.
·  Timely update on the OBAM Sales Plan template as well as CRM to ensure all pipelines are captured.
·  Implement and maintain the Company's standardized sales and business management processes and deliver sales and profitability plans for each account of your responsibility.
·  Proactively work closely with Critical Business Partners (such as Credit, Customer Operations, Marketing, Legal) to ensure there is a culture of understanding and co-operation between sales and Critical Business Partners, particularly when conflicts may arise from a customers' perspective.
·  Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, and Shell Code of Conduct such as Anti Money Laundering, Anti Bribery & Corruption, Data Privacy, Data Secrecy, Trade Control, Safeguarding Information.
·  Customer Relationship Management (CRM)
·  Establish, develop and manage ‘win-win' customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes.
·  Drive the management of customer relationships
·  Proactively manage customer volume lifting and churn management via Weekly Sales Report
·  Work closely with Credit colleagues on the credit matter and to ensure achieve of DSO target.
·  Plan, monitor and achieve individual sales targets through Sales 1st Behaviour.
·  Maintain & develop in-depth and current product and industry knowledge.
·  Monitor key competitors in the sector and understand their strengths and weaknesses to maximize sales opportunities.
·  Understand and keep track of changing customer needs, customer structures and the business environment.
·  Contribute to the overall planning and development of the Commercial Fleet business by providing recommendations and market intelligence on business, customer, competitor and market issues to the marketing team.
·  Assist in identifying new growth opportunities in line with the Commercial Fleet business strategic marketing direction.

Desired profile

Requirements

·  A Sales professional with more than 3 years working experience in sales or commercial experience.
·  Proven ability to conduct complex business negotiations and with experience in managing the bottom-line of a (B2B) business.
·  Strong customer focus, preferably with Key Accounts
·  Knowledge and understanding of SPANCOP process, Sales 1st Behavior and Sales CRM tool are highly preferred.
·  Ability to build and maintain positive customer relationships and work in a team-orientated environment.
·  Previous experience in managing complex stakeholder issues and complex corporate customer accounts are highly desired.
·  Excellent communication and networking skills.

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