Field Based Account Manager B2B
About this role
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Job Description:
Job Purpose
To prospect intensively, develop and maximize the volume and C3 Margin at area under responsibility through effective use of the CVPs, cross business synergies, tactical pricing, cross sell and up sell while actively spending time for hunting to increase current customer portfolio with new key accounts.
To build up strong relationships with key decision makers in own customer portfolio together with target prospects
Utilize Global CVPs and Sales 1st techniques to achieve Sales & Marketing Key Performance Indicators (KPIs)
Develop account plans and business strategies to achieve sustainable growth, along with high customer satisfaction.
What’s the role?
Accountabilities
Selling & Negotiating
Improves the profitability and competitive performance of the business through selling and negotiating skills and maximizing sales opportunities.
Plan, monitor and achieve individual sales targets (e.g. volume, margin, growth, named customer CVP)- Makes win/win sales via systematic approach of selling and negotiating (Suspect Prospect Analyse Negotiate Close Order Pay - SPANCOP).
Increases the value for existing Shell customers through cross, range and up selling.
Carries out price negotiations with customers, preparing quotations and proposals and agree on all operational. requirements (including: price, contract, payment terms and services).
Formulates clear negotiating strategies and understands the trade off’s and cost to Shell whilst balancing customer’s needs.
Develops new opportunities with prospective customers independently and from leads developed through others.
Customer Relationship Management
Establishes, develops and manages ‘win-win’ customer relationships that deliver for both Shell and Customers volume and profitability objectives while maximizing the value of Shell brands.
Creates a deep understanding of the Customer, their needs and structure.
Makes the best use of time through planning and prioritizing.
Offers solutions to customers’ problems and handles conflict effectively.
Manages interactions with other channels of distribution.
Achieves competitive advantage through applying sound understanding of the market and external environment in all business activities.
Market awareness
Achieves competitive advantage through applying sound understanding of the market and external environment in all business activities Customer Value Proposition.
Maintains and generates additional business through informed selection and recommendation of our products, services and logistics.
Clearly communicates product features and benefits; instils confidence in our customers/trade partners for our CVP.
Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.
Be responsible and proactive in HSSE issue that affects the individual, the office/field environment and their customers.
Be accountable for own development plan to continuously improve competencies.
Key challenges
Deliver Growth in a challenging market with main competition being IOC&NOCs
Seek to improve offerings through value selling.
Seek coaching feedback to enhance sales competence & motivate self.
Uphold Sales standard to stay in Sales 1st Flagship
Drive the business through SPANCOP process ensuring increase in market penetration and market share.
Align activities with Marketing and Technical Teams. Maintain and grow good working relationship with the assigned customers/prospects.
Develop and maintain good working relationships with all Support Functions Marketing – Technical / Marketing / Credit / Finance / S&OP / Finance to improve customer satisfaction.
Accurate Sales forecasting, good credit control as focus areas and deliver business plan within Days Sales Outstanding (DSO) and Overdue (OD) % targets.
Ensure business / market share growth in line with the Sector strategy. Ensure rigorous implementation of Key Account Management and Sector strategy.
What we need from You
Bachelor’s degree in engineering preferably Mechanical Engineering or Mechatronics
Minimum 5 - 7 years of Sales experience, with proven success in developing profitable business.
Strong Customer focus, preferably with Key Accounts in industrial sectors.
Marketing, Finance, Operations and / or Business knowledge very much preferred.
Strong interpersonal skills and able to build constructive relationship with customers.
Strong B2B market knowledge and industrial sectors needs awareness.
Proven experience in influencing capabilities and solid relationship skills
Strong results-oriented team member with excellent communications skills and a strong desire to compete and win.
Fluent English and Arabic language skills.
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DISCLAIMER:
Company at a glance
Jiffy Lube International recently named M.C.,LLC "Franchisee of the Year"for the organization’s leadership and dedication to the Jiffy Lube brand. The esteemed "Franchisee of the Year" award is presented annually to the franchisee who best exemplifies the values and attributes that are core to the Jiffy Lube brand, including commitment to their customers through the development and growth of their employees, appearance of both the interior and exterior of their service centers, and demonstrated operational excellence.
"M.C., LLC not only delivers an exceptional customer experience, they have also taken on leadership roles by dedicating resources toward piloting new programs, products and services on behalf of the Jiffy Lube system of more than 2,000 service centers,” said Steve Ledbetter, president of Jiffy Lube International.
M.C., LLC was instrumental in working with ride share partners to develop a program that was implemented nationwide. A Jiffy Lube franchisee for several decades, M.C., LLC owns and operates service centers in several markets including San Francisco, Boston, Providence, Portland and Los Angeles. The entity is a proven leader within the Jiffy Lube network,continuously investing in industry innovation while upholding the highest standards among its service centers across the country.
“We are proud to represent the brand and while we currently have 95 Jiffy Lube service centers, we are continuing to grow our footprint,” said Marc Fanticola, president of M.C., LLC. “The entire M.C., LLC team consistently strives to provide the best possible service to our customers every day, every visit and we look forward to continuing to serve those drivers who depend on us to keep their vehicles on the road.“
About Jiffy Lube
Jiffy Lube International, Inc. (“Jiffy Lube”),with more than 2,000 franchised service centers in North America, serves approximately 20 million customers each year. Jiffy Lube pioneered the fast oil change industry in 1979 by establishing the first drive-through service bay, providing customers with fast, professional service for their vehicles. Headquartered in Houston, Jiffy Lube is a wholly owned, indirect subsidiary of Shell Oil Company. Visit www.JiffyLube.com to learn more about Jiffy Lube and vehicle care.
About Shell Oil Company
Shell Oil Company is an affiliate of the Royal Dutch Shell plc, a global group of energy and petrochemical companies with 90,000
employees in more than 80 countries. We deliver a diverse range of energy solutions and petrochemicals to customers worldwide. These include transporting and trading oil and gas, marketing natural gas, producing and selling fuel for ships and planes, generating electricity and providing energy efficiency advice. We also produce and sell petrochemical building blocks to industrial customers globally, and we are investing in making renewable and lower-carbon energy sources competitive for large-scale use. In the U.S., we operate in 50 states and employ more than 20,000 people delivering energy in a responsible manner. For more information,visit www.shell.us. com
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