Shell

Job Description:

CONTEXT:

Are you a bottom-line results driven individual that prioritizes the customer in every decision? Do you enjoy the challenge of delivering value from building customer relationships? If so, then this Sales Manager position is a highly impactful position managing the revenue from Solvents Accounts as well as working with them on sustainable solutions.

The Solvents business is one of the most customer-centric and people-focused product lines within Shell Chemicals and offers therefore a unique opportunity for commercially- minded individuals to make a real difference. The business produces a wide range of products (>50 grades) used in a variety of applications such as pharmaceuticals, agro-chemicals, mining, paints and coatings.

This role supplies ~ 25 customers / distribution partners across 5-6 countries in Eastern Europe, Middle East and Africa and this Sales Manager (SM) position is part of the Direct & Indirect sales teams.

PURPOSE:

1. To manage and grow a portfolio of ~25 High Trade Relationships across TR and ME in line with approved business/ product strategy and key account plans.

2. To build and manage a strong pipeline of sales opportunities (including new prospects as well as up/ cross selling/ organic growth and other opportunities to increase share of wallet with existing customers) in target segments/ markets.

3. To maximise value for the enterprise by developing winning account plans, harvesting the best deals and role modelling sales excellence in the direct & indirect channel (strategic account management, SPANCOP, value selling, StBC, channel management).

4. To ensure safe and efficient operations across the region, working seamlessly with TR operations manager and Customer relations, logistics and supply coordinators and product manager, supply, marketing, manufacturing and customer service teams and other support functions from SCE.

ACCOUNTABILITIES

1. COMMERCIAL DELIVERY

- Deliver the business plan for the portfolio (Margin, Volume, Costs)

- Develop and implement commercial tactics in line with the Solvents EMEA & Regional strategy.

- Support/ lead growth and optimization projects, including customer/ channel/ market / product reviews.

- Understand the opportunities and threats for the market segments and develop specific tactics to respond to those.

- Deliver on technical value propositions in applications/ sectors, with support from marketing and technology teams.

2. SALES EXCELLENCE

- Demonstrate strong account management, with an emphasis on quality (key) account plans, professional channel and relationship management (matrix approach), joint growth pipelines/ scorecards with key customers and effective business reviews

- Outstanding focus on compliance and HSSE.

- Sales 1st behaviors and competences, including probing/ sensing/ negotiation skills, MENU approach, etc.

- Build a strong pipeline of sales opportunities for target sectors/ prospects/ products (SPANCOP methodology)

- Harvest the best deals all the time, extracting maximum value form contracts, complying with StBC process, Offer Book and price mandates and making sure to create win-win situations for Shell Chemicals and Customer

- Flawless execution/ commercial delivery

- Lead/ support continuous improvement initiatives to reduce waste and improve efficiencies across the solvents value chain

- Support the development and monetization of technical value propositions in applications/ sectors, with support from marketing and technology teams.

- Work with extended team to shape optimum price vs. volume tactics for each grade/ territory/ account.

- Work in close customer teams with operations and other functional staff to deliver & execute term & spot contracts.

- Work with the Solvents Distribution channel and other Shell Chemicals businesses to ensure value chain optimization across the enterprise

REQUIREMENTS

- Experience in B2B marketing and/or sales

- Self-starter, hunter, deal maker with high financial and business acumen

- Strong negotiation and influencing skills.

- Balanced approach in decision making

- Excellent stakeholder and relationship management skills

- Ability to build shared vision and alignment in large virtual global networks.

- Proven and sustained track record of delivery

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DIMENSIONS:

Sales volume: approx. 45 kt/a