Job Description:
Mobility Context
Shell Mobility represents the single largest customer-facing business in the group serving more than 30mln mobility and over 250,000 Fleet customers per day through 500,000 service champions in over 44,000 sites across 70+ countries. As RDS looks to the future, Mobility is critical to establish Shell as The Low Carbon Leader, with ambitions to be the no. 1 mobility and convenience retailer, with the world’s leading EV charging network and lead in business and goods mobility platform.
Achieving our ambitions will necessitate placing customers at the heart of our business, treating every interaction as a chance to bring our purpose to life to making people’s journeys better. We’re evolving from ‘fuels retailer’ to ‘mobility retailer’- innovating to meet our customers’ changing expectations around convenience, product quality, digitalization, and service. This includes continuing to improve the quality of our current products while expanding our alternative energy mosaic (LNG, hydrogen, EV charging and biofuels).
People make the difference real! Mobility is the most customer intimate business in Shell and a front seat to the mobility transition seen from the eyes of customer. A career in mobility is fast paced and dynamic whether you are creating a rewards program for our service champions, developing an award-winning app for our customers, developing a community engagement program or engineering a safe forecourt. Come join us as we embark on the next phase of our ambition focusing on e-mobility and decarbonization.
Purpose
- Manage, develop, and grow a selective portfolio of high-value customers (gold and platinum accounts) through face to face selling and strong negotiating skills to deliver agreed margins and volumes.
- Develop key accounts throughout Turkey for EuroShell Card solution, specifically focus to international transportation industry in order to increase volume and revenue aligning global/regional/local priorities and resources.
- Develop and maximize Revenue and C4+ Margin for new and existing customers in line with Shell HSE and Business policy & principles
- Utilize Global CVPs and Sales 1st techniques to achieve financial targets and Sales and Marketing Key Performance Indicators (KPIs)
- Develop, manage and maximize volume and margin of existing Key Accounts through effective use of our customer value propositions, cross business synergies, tactical pricing, and a range of selling techniques for EuroShell Cards Customers.
- Ensure strategies and plans maximize profitability, market share and growth opportunities. Build and sustain value-based long-term relationships with key account customers by understanding their immediate and long term needs to deliver both superior customer experience and maximum value to Shell.
- Identify and implement Continuous Improvement (CI) solutions at Shell and at our customers premises
Accountabilities
Financial performance indicators:
a. # of customer: 60+
b. Volume: 30m lt
b. C4+: $4m
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- Develop local/regional key accounts and implementation plan including aligning global / regional / local priorities and resources.
- Ensure strategies and plans maximize profitability, market share and growth opportunities
-Build and sustain value-based long-term relationships with key accounts customers by understanding their immediate and long term needs to deliver both superior customer experience and maximum value to Shell.
-Formulate clear negotiation strategies and understand trade-offs and cost to Shell whilst balancing customers’ needs. Ensure contract negotiations are in line with MoA and applicable laws.
- Achieve competitive advantage through applying deep understanding of the market dynamics/external environment in all business activities and implementing responses to competitor actions and market changes.
- Develop, manage and maximize volume and margin of existing Key Accounts through effective use of our CVPs, cross business synergies, tactical pricing, and a range of selling techniques for all Fleet solutions products and services
- Gather and analyse market pricing information to prepare price proposals and conduct price negotiations with existing and prospective customers taking into account company Anti-Trust principles.
- Review existing customer profiles in relation to the products and services they purchase and use to identify possible opportunities for cross-selling and up-selling.
- Manage complex interfaces in target customer segment through the use of account planning and pipeline management.
- Champion and role model Sales 1st behaviours/standards.
- Identify and implement Continuous Improvement (CI) solutions at Shell and at our customers’ premises.
- Develop relationship with both B2C SAMs and dealers within territory to maximize opportunities
- Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve customer satisfaction.
- Promotes the sharing of best practice internally to drive cross-business collaboration.
- Promote and sell new CVPs such as SOTR, SFP and pratik card.
- Act proactively in HSSE and compliance (competition inc.) matters that affect customers, you as a person, team and colleagues.
Required Experience / Qualification
-Proven track record in sales & negotiation.
-Significant Sales experience, with proven success in developing profitable business.
-Strong Customer focus, preferably with Key Accounts- Marketing, Finance and / or Business knowledge is essential.
-At least 3 years of Sales experience
-Fluency in English and Turkish
-Demonstrated evidence of Enterprise first values and behaviours will be taken into account during the selection process.
• Selling and Negotiation – Skill
• Customer Relationship Management – Skill
• Market Awareness - Skill
• Customer Value Proposition – Skill
• Finance & Economics - Skill
Additional competences required:
• HSSE mindset: proactive contribution to the HSSE journey include leveraging Shell leadership in HSSE for commercial advantage.
• Financial Acumen including knowledge of P&L, cash and capability to structure deals that maximize value to Shell.
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o Internal: EuroShell Card Key Account Manager
