Job Title      Commercial Fuel Key Account Manager

Job Purpose:

Manage, develop and grow a selective portfolio of customers through face to face selling and strong negotiating skills, to deliver agreed margins and volumes along with the investments in the customer’s sites with a ROACE of 15% minimum with in the budget Capex.

The HBAM 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. In addition, the HBAM will be expected to contribute to our growth aspirations through significant focus on development of new business.

Principal Accountabilities:

• Plan, monitor and achieve individual sales targets (i.e., C3+ margin, volume & margin Performance, DSO, growth, outstanding and overdue, etc.)
• Consistently apply Sales 1st Standards especially in bringing best in class structure for call/journey plan, calendar management, account plan and use of CRM tools to maximize customer facing time (8-12 visits per week)
• Support the development of innovative and complex CVPs to be able to move from a supplier to a partner relationship in a value led environment.
• Manage more aggressively value growth, with a deep understanding of value generation and financial dimensions (value drivers, P&L impact of integrated offers, cash, DSO, ERR and cash impact of business deals).
• Understand customers’ immediate/long term needs, business models, value drivers, challenges and opportunities to tailor offers and services to capture their businesses
• Gain knowledge of market development, competitors’ offers strengths and weaknesses to create growth opportunities.
• Increase the value for existing customers and Shell through value, cross and up selling.
• Focus on acquisition of new business in line with CF customer strategy and defending the existing portfolio.
• For new and existing customers, define and regularly review relevant customer relationship, behavioural and differentiated services levels.
• Carry out price negotiations with customers, preparing quotations, proposals & capex and agree on all operational requirements (including: price, contract, payment terms and services).
• Review & plan customer business, products, contracts, prices, credit terms, credit limits and debt management.
• Comply with HSSE Live Saving Rules, Goal Zero and NI/PM reporting as per line requirement.
• Act in a responsible and proactive way in handling HSSE matters including the customer’s sites. 
• Sell our products across all customer segments.

Key Challenges:

• Collaborate with relevant partners (credit, legal, finance). 

• Delivery through other functions of the business and/or through self-help functions for the customer (allowing the Account Managers to have their focus on sales).
• Secure our future value and competitive position in a fierce competitive environment and an increasing environmental and societal pressures
• Sustainable delivery of our promises day in day out.
• Ability to influence without authority

Job Knowledge, Skills & Experience:

• Relevant bachelor’s degree/Masters is an advantage.
• Relevant sales experience or minimum 4 years’ experience in sales environment.
• Good working knowledge of the customer operation and financials and knowledge of specialist sources of information in knowledge of CRM tools 
• Strong IT literacy on all Office Programs
• Good knowledge of English
• Proven/track record of competence in negotiation and dealing with external partners.
• Strong interpersonal skills: ability to manage relationships at all levels.
• Strong credibility (or proven willingness and capability to improve) in Personal and business skills.

Competences:

• Selling and Negotiation                           Skill/Mastery
• Customer Relationship Management        Skill/Mastery
• Market Awareness                                  Skill
• Customer Value Proposition                     Skill
• Reseller Management                              Knowledge