Job Information
Shell Account Manager B2B Direct in Kuala Lumpur, Malaysia
Job Title : Field-Based Account Manager
What’s the role?
The Consumer FBAM role requires exceptional skill and focus on customer portfolio/relationship management while hunting of new business within the marketplace. Pipeline management, value selling, strategic relationship mapping, strong communication skills, and a customer-focused commercial mindset are key to the success of this performance-based role. You must strengthen the Consumer market share and Shell Lubricants brand within the respective territory through:
New Business Development and Premium Acceleration of profitable and strategic volume/C3 in line with businesses objectives, rules of winning, and enterprise-first focus through P&L management
Maintaining and increasing the value and return on an existing Shell customer portfolio through cross, range, and upselling
Able to competently analyse P+L reports and identify, manage, and execute on areas of underperformance
Develop a strategic pipeline of growth opportunities (i.e. Premium Acceleration) within existing account base to support overall Consumer B2C growth aspirations
Plan and lead F2F customer meetings for joint business reviews and goal setting to jointly deliver growth
Jointly identify training opportunities to enhance premium selling and F2F training with Shell resources
Maintaining and developing existing customer relationships
Strengthening Shell brands and increasing market share in respective territory
Providing high level support to national accounts (Sectorial level)
Able to demonstrate high-level understanding of lubes business
Requirement
Minimum five (5) years’ experience in B2B sales experience such as prospecting/cold-call field sales and able to sell value
With a Bachelor’s Degree and must be able to speak well in Mandarin.
Strong in commercial sense and able to identify business opportunities
Demonstrated ability to grow sales as measured by period-over-period increases
50-60% travel requirement as per the nature of the role