Shell Key Account Manager- Process Oil in Mumbai, India, India
Key Account Manager- Process Oil
No. of Positions:
Purpose and accountabilities:
To maintain and grow the current process oil business across various sectors including jute, personal care, MW, rubber etc within the country.
Deal with Platinum and Gold banded customers like- BKT, LUBRIZOL,KLUTHE etc and work with prospects like- Dabur, Marico etc.
Exceed team and individual KPIs and Productivity Measure assigned to a job role.
High standard of customer calls and account plan preparation, usage of sales CRM tools to provide appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationship.
Increase the value for existing Shell customers through profitability growth by means of winning new customers, cross and up selling to existing customers, price management and reduce customers churn.
To Develop pipeline through new opportunities/ prospective customers independently to meet business performance goals.
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.
Plan, monitor and achieve individual sales targets through managing -Volume, margin and trade debtor target.
Regular Engaging with LSC team to forecast and planning for smooth execution of sales, to ramp up CSI and customer experience.
Interact with global process oil team on regular basis to update and share the latest business scenario and best practices.
Proactive in recognizing new business opportunities, ideas and actively implement them to achieve accelerated growth target.(AG).
Develop through Sales 1st Behavioural KPIs in the Account Plan, SPANCOP and POPSA.
Be responsible and proactive in HSSE issue that affects the individual, the office/field environment and their customers.
Be accountable for own development plan to continuously improve competencies through prospecting joint coaching call with line manager.
Self-driven and motivated to achieve individual and team KPI.
Auto req ID:
Commercial Business to Business (B2B)
Country of Work Location:
Shell began operations in India more than 80 years ago. At Shell India, we invest in our people through our industry-leading development programme, which sees our employees thrive and gain access to experts on a local and global level. To date, we have invested more than US$ 1 billion already in India’s energy sector alone in socially and environmentally responsible ways. It is the only global major to have a fuel retail license in India. The Shell Technology Centre Bangalore, STCB, is one of the three global hubs for technology in the Projects & Technology business of Royal Dutch Shell. In addition, we supply crude, chemicals and technology to public and private sector oil companies, and our Chennai Business Centre provides a wide range of finance, accounting and business services to Shell globally.
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Commercial skill set:
1.SELLING & NEGOTIATING - Uses a range of sales approaches, techniques and behaviors to maximize sales opportunities and improve the profitability of business. Able to handle interactions with individuals or groups across multiple sales channels and levels to obtain commitment or agreement in a way that promotes win-win outcomes.
2.KEY ACCOUNT MANAGEMENT (DIRECT) - Articulates clear account plans, executes account strategies and enables achievement of defined objectives for ‘direct’ customers through demonstrating deep understanding of customer needs and business value drivers. Establishes, develops and manages win-win customer relationships that enable the realisation of Shell’s cash generation and brand objectives.
3.APPLYING CUSTOMER VALUE PROPOSITION - Maintains and grows business through managing and articulating CVPs that enhance customer satisfaction, increase brand loyalty and help differentiate the Shell brand from the competition.
4.COMMERCIAL & ECONOMIC ACUMEN - Demonstrates commercial and economic acumen through understanding the business model, identifying avenues for value creation within own line of business. Evaluates key business metrics and leverages market and industry insights to position Shell competitively in relation to other market players.
5.MANAGING CUSTOMER EXPERIENCE - Delivers the customer promise flawlessly by demonstrating sound understanding of customer needs and addressing them through various E2E activities, as defined within the Customer Experience processes. Generates business value for Shell through understanding and acting on commercial insights derived from conversations with customers.
6.PRICING & EXPOSURE MANAGEMENT - Leverages appropriate pricing strategies and tactics to extract long-term profitability for Shell. Makes informed pricing decisions backed by a deep understanding of the value drivers across the value chain as well as the relative strength of our CVP versus our competitors as perceived by our target customers.
7.CONTRACT MANAGEMENT - Demonstrates understanding of the contract management framework and applies its principles across the E2E contracting lifecycle. Ability to assess, interpret and understand the key elements of agreements in order to optimize value and manage risks.
8.APPLYING TECHNICAL CAPABILITY - Possesses knowledge of product, services, operational equipment and technical systems within the concerned business unit. Generates business opportunities through recommending appropriate solutions to customers. Leverages knowledge of the product lifecycle as well as insights from original equipment manufacturers to develop innovative product / service packages based on client needs.
9.CUSTOMER INSIGHTS INTO STRATEGY - Discovers actionable insights which drive commercial growth and passion for Customers.
- CUSTOMER OFFER DEVELOPMENT- Develops differentiated customer offers (products and services) which delight customers and deliver sustainable competitive advantage.
11.Strong interpersonal skill.
12.Excellent communication skills in both Hindi and English.
Good working knowledge of the customers operation and financials and awareness of specialist sources of information.
Working knowledge of CRM tools.
15 Basic understanding of SAP/ERP systems is desirable.
- self-motivated and team player.
City, State (if applicable):
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