Job Description

Wilayah Persekutuan Kuala Lumpur, Malaysia

Job Family Group: Commercial and Retail

Worker Type: Regular

Posting Start Date: March 15, 2023

Business unit: Downstream

Experience Level: Experienced Professionals

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Where you fit in

As Shell accelerates towards a net zero emissions energy business, the Fleet Solutions Malaysia Team is also committed to assisting our partners in achieving this ambition & at the same time, transforming the Fleet Solutions business into the \xe2\x80\x98Amazon\xe2\x80\x99 of Mobility. This ambition is growing aggressively despite the uncontrollable challenges we face today.

In keeping up with this clear aspiration and purpose, we are looking for a Key Account Manager who is self-driven, able to think out of the box & never shying away from challenging the status quo. You also need to be passionate about customers of all segments, and business sizes and want to contribute to the energy transition. This is a pivotal role at the forefront of not only helping customers discover the full potential of Shell\xe2\x80\x99s Fleet Solutions\' offering but also to reach their decarbonization goals and bringing value to the Shell Group

Expect lots of support and encouragement while you\xe2\x80\x99re here. You\xe2\x80\x99ll be working alongside people who love what they do and enjoy sharing their enthusiasm with everyone around them. We value career growth. You\xe2\x80\x99ll have limitless opportunities to explore \xe2\x80\x93 whether that means building up new areas of expertise or taking in a different direction.

What\xe2\x80\x99s the role?

As Fleet Solution key account manager, you will deliver aligned T&R by growing the fleet customers\xe2\x80\x99 business not only by leveraging on our fuel offerings but also an integrated Fleet Solutions NFR CVP.

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 the Sales & Ops, Credit, Sales Support, Pricing, Marketing, Legal Teams, etc) to ensure there is a culture of understanding and cooperation between sales and critical business partners, particularly when conflicts may arise from a customers\xe2\x80\x99 perspective. This cross-function collaboration includes other business units in Shell, e.g., Global Lubes, NFR Mobility, etc.

Ensure personal compliance with the Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti-Competitor laws, and other relevant Shell policies.

Provide appropriate leadership, coaching, motivation to peers & other supporting functions.

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; -

i) Participating in customer site visits and tender negotiations as appropriate.

ii) Delivering value propositions and account implementation plans to add maximum value to both customers and Shell.

iii) Drive the pursuit of new business and growth in line with Fleet Solutions\xe2\x80\x99 strategic direction.

iv) Monitoring and Reporting Work closely with Credit colleagues on the credit matter and to ensure external receivable risks are minimized.

v) Plan, monitor and achieve individual sales targets through Sales 1st Behavior.

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 Fleet Solutions 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 Fleet Solutions business strategic marketing direction.

Team Development

Contribute to the development of effective teams by building and maintaining positive working relationships and demonstrating Teamwork, Enterprise First & Sales First and behaviors.

Contribute to effective team communication in all areas of interest (i.e. WILO, market intelligence, sharing of ideas etc.)

What do we need from you?

Demonstrated track record of consistent top sales performance.

Entrepreneurial \xe2\x80\x9cself-starter\xe2\x80\x9d mindset with a passion for sales, customers, and closing deals.

Coming in with a Learner\xe2\x80\x99s mindset that is never afraid to challenge the status quo & with high adaptability capacity.

Strong customer focus with an unbiased balance of the \xe2\x80\x98Enterprise First\xe2\x80\x99 mental model.

Ability to build and maintain positive customer relationships and work in a team-orientated environment.

Excellent communication and networking skills.

Experience in big data/digital sales lead generation, value selling, and negotiation of high-value contracts is preferred.

Company Description

Shell has been a partner in powering Malaysia\xe2\x80\x99s progress since 1891 when we established our first depot in the Straits Settlements. Today, we are an integrated energy company comprising Upstream, Downstream, Integrated Gas and New Energies, Projects & Technology, and Shell Business Operations. Shell Malaysia aims to be the leading energy player in the country, powering Malaysia\xe2\x80\x99s future with cleaner, innovative, and competitive energy solutions.

\xc3\x98 Upstream

More than a century, Shell has been operating and we continue to extract and deliver oil and gas efficiently, profitably, and in environmentally friendly and socially responsible ways to meet evolving customer needs and the growing demand for energy.

\xc3\x98 Downstream

With over 950 service stations, Shell has the leading market share in the fuels retailing business in Malaysia. In Malaysia, we make and sell more than 600 different lubricants for the automotive sector, heavy-duty transport, food processing, and power generation. We are the lubricants market leader in Sabah and Sarawak.

\xc3\x98 Integrated Gas, Renewables and Energy Solutions

Shell set out its Powering Progress strategy, which we aim to deliver through our three business pillars of Growth, Transition and Upstream. The Growth Pillar includes our Marketing and Renewables & Energy Solutions businesses and focuses on working with our customers to accelerate the transition to net-zero emissions. One of our achievement, Sarawak onshore: World\xe2\x80\x99s first commercial GTL plant (SMDS)

\xc3\x98 Project & Technology

As P&T, we exist to make the delivery of Shell\xe2\x80\x99s strategy and the growth of our company possible. P&T works collaboratively and in an integrated way with its business partners, to deliver value for our customers, and for Shell.

An Innovative Place to Work

There\xe2\x80\x99s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you\xe2\x80\x99ll add your talent and imagination to a business with the power to shape the future \xe2\x80\x93 whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently

An Inclusive & Progressive Place to Work

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we\xe2\x80\x99re nurturing an inclusive environment \xe2\x80\x93 one where you can express your ideas, extend your skills and reach your potential.

\xc3\x98 We\xe2\x80\x99re creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we\xe2\x80\x99ll take it from there.

\xc3\x98 We\xe2\x80\x99re closing the gender gap \xe2\x80\x93 whether that\xe2\x80\x99s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.

\xc3\x98 We\xe2\x80\x99re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity

A Rewarding Place to Work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice

We\xe2\x80\x99re huge advocates for career development. We\xe2\x80\x99ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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