MY B2C Direct Key Account Manager

Profile

Wilayah Persekutuan Kuala Lumpur, Malaysia

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

October 4, 2021

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

Purpose and Accountabilities:

This position sits within the Malaysia B2C Direct Sales team and is primarily tasked to manage, grow and defend our existing portfolio of OEM and Franchise Workshops (FWS) customers in Malaysia as well as to win key identified prospects aligned to business strategy and focus.

To support the Malaysia B2C Direct Sales team in setting the strategic direction to grow our lubricants business in the Passenger Car Motor Oil (PCMO) and Motorcycle oil (MCO) segments in Malaysia, in line with ultimate growth potential.

To lead development and implementation of customer value propositions that differentiate our offers from competitors whilst at the same time coordinating delivery of value added activities by Sales, Technical, Marketing and Supply Chain teams as well as integrating closely with other CoB’s such as Retail and Fuels.

Maintain and grow senior level relationships with key decision makers within the OEM and Franchise Workshops in Malaysia, in particular After Sales and Marketing divisions in order to enhance loyalty to Shell.

Key Responsibilities:

Selling & Negotiating

Plan, monitor and achieve individual sales targets (volume, margin, overdues)

Display Flagship behaviors at all times and ensure Sales 1st basics are applied, such as pipeline management, SPANCOP, Call Reports, Key Account Plans, etc

Develop new opportunities with prospective customers independently and from leads developed through others

Increase the value of existing Shell customers in particular through cross selling

Carry out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).

Develop deals that offer positive trade-offs in terms of cost and complexity to Shell versus value for the enterprise

Customer Relationship Management

Establish, develop and manage win-win customer relationships that deliver for both Shell and Customers volume and profitability objectives

Create a deep understanding of our customers, their needs and structure.

Make the best use of time through planning and prioritizing.

Offer solutions to customer’s problems and handle cross channel/ OU conflict effectively and maturely.

Market awareness

Achieve competitive advantage through applying sound understanding of the market and external environment in the general economy and in particular motor vehicle sector

Demonstrate an understanding of Shell’s presence and capability outside the Lubricants market and present opportunities to Line Manager when made aware of such by customer.

Customer Value Proposition

Develop and deliver compelling CVPs to differentiate our offers, justify price premium and maintain customers in the fully synthetic portfolio and longer contract terms (where possible)

In conjunction with Technical, showcase Shell’s Technical Leadership by working closely with customers to look ahead (2-3 years) on type of lubricant requirements.

Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team

This requires working closely with Technical , Marketing, Pricing and Supply Chain teams and project manage delivery of a calendar of activities for key customers, as well as reaching out to other COBs to develop integrated offers (Retail, Fuels)

Clearly communicate product features and instill confidence in our customers for our CVP

Leadership

Be responsible and proactive in HSSE issues that affects the individual, the office/field environment and our customers

Be accountable for own development plan to continuously improve competencies.

Adhere to financial controls and governance rules, such as PCN, MOA etc and pro-actively align with Finance and Sales Support teams to ensure compliance and best practice contract management

Adopt an Enterprise First Approach where cross line of business opportunities exist

Dimensions:

For confidentiality reasons, please contact the Hiring Manager in the event you require this information.

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Skills and Requirements:

This is an ideal job for a high capacity individual eager to make a difference in the automotive lubricants business in Malaysia, with a can-do attitude as well as positive growth mindset to go for the ultimate po

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.

According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

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