Job Description

Sabah, Malaysia

Job Family Group: Commercial and Retail

Worker Type: Regular

Posting Start Date: September 12, 2022

Business unit: Downstream

Experience Level: Experienced Professionals

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Field Based Account Manager (Commercial Road Transport) - Based in Kota Kinabalu / Kuching

Job Purpose:

Manage, develop and grow a selective portfolio of Commercial Road Transport business (cards and homebase) through face to face selling and strong negotiating skills, to deliver agreed margins and volumes.

The FBAM will cultivate partnership-based relationships with customers based on a clear understanding of CF range of CVPs, and knowledge of customer needs in order to deliver maximum value for both Shell and the customer. Hence, the FBAM will be expected to contribute to our growth aspirations through significant focus on development of new business and increase share of wallet of existing customers. In addition to this, FBAM may be required to sell and focus on non-fuel revenue and mobility solution such as telematics system, lubricants, convenience retailing.

Accountabilities:

Business Sales Processes

• Deliver results as agreed in GPA discussions for Sales territory / customer group, including achieve agreed business sales targets (C4+ margin, volume, DSO & NFR).
• To grow the Commercial Road Transport business by increasing volume, margin & reducing DSO through existing customers and developing new customers/accounts via Sales 1st Behavior.
• 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 to maximize customer facing time (8-12 visits per week), prospects calling of minimum 5-10 customers per day.
• Implement and maintain the Company\xe2\x80\x99s 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 OTD, 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\xe2\x80\x99 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 \xe2\x80\x98win-win\xe2\x80\x99 customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes.
• Drive the management of customer relationships by;

- Participating in customer site visits and tender negotiations as appropriate.
- Delivering value propositions and account implementation plans to add maximum value to both the customer and Shell.
- Drive the pursuit of new business and growth in line with the Commercial Road Transport business strategic direction.

Monitoring and Reporting

• 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 Behavior.
• Understand & Implement SPANCOP process and all necessary documentation should be documented in the Sales CRM tool (documents such as POPSA, Key Account Plan, Visit Report & Others).
• Regular WiLO and MiLO engagement with team lead on SPANCOP measurement with STL, such as hit rate, success conversion rate, pipeline strength and others.

Business Development

• Maintain & develop in-depth and current product and industry knowledge.
• Monitor key competitors in the sector and understand their strengths and weaknesses in order 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 Road Transport 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 Road Transport business strategic marketing direction.

Team Development

• Contribute to the development of effective teams by building and maintaining positive working relationships and demonstrating Enterprise 1st, Sales 1st and LAT behaviors.
• Contribute to effective team communication in all areas of interest (ie. monthly team meeting, market intelligence information etc.)

• Deliver results as agreed in GPA discussions for Sales territory / customer group, including achieve agreed business sales targets (C4+ margin, volume, DSO & NFR).
• To grow the Commercial Road Transport business by increasing volume, margin & reducing DSO through existing customers and developing new customers/accounts via Sales 1st Behavior.
• 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 to maximize customer facing time (8-12 visits per week), prospects calling of minimum 5-10 customers per day.
• Implement and maintain the Company\xe2\x80\x99s standardized sales and business management processes and deliver sales and profitability plans for each account of your responsibility.

Requirement:

• Minimum 4 years of Sales experience
• Minimum with a Bachelor\xe2\x80\x99s Degree and must be able to speak well in Mandarin/dialects (such as Foochow/Cantonese)
• Improve area profitability in an increasingly competitive environment and within an environment of closer government scrutiny. Deliver business results under tight budget constraint environment.
• Strong team member with excellent communications skills
• Demonstrable competence in implementing standard processes, achieving business targets, building relationships with Shell stakeholders

NOTE: 50-60% travel requirement as per the nature of the role

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