Shell STAS - Key Account Manager – Automotive - Youthall
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Shell

STAS - Key Account Manager – Automotive

İlan Kapandı.

Bu ilan Shell Petrol A.Ş'nin, Open Resourcing (Açık İstihdam) sisteminin Global Workday alt yapısı çerçevesinde güncellenmesi sonrası erişiminin olmaması nedeniyle Shell Petrol A.Ş. çalışanlarının ilanlara başvuru yapabilmesi için özel olarak yayımlanmıştır. ​

Paylaşılacak ilan linkleri Shell Çalışanları dışında 3. Şahıslar ile paylaşmamanız şirket içi bilgilerin gizliliği açısından çok büyük önem taşımaktadır.

İlan Tanımı

  • Job Family Group: Commercial and Retail
  • Management Level: 04
  • Present Company: TR03 Shell & Turcas Petrol A.S
  • Country/Region of Work Location: Türkiye
  • Target Hire Date: August 1, 2024
  • Worker Type: Regular
  • Posting End Date: July 25, 2024
  • Business Unit: Downstream and Renewables
  • Job Requisition ID: R154616
  • Location: Istanbul 
  • Posting Date: 17.07.2024
  • Job Family: B2B/B2C Lubricants
  • Time Type: Full time
  • Job Type: Regular
  • Supervisory Organization: DRL/E/13 Sales Direct Turkey (Can Ayvalioglu) (59711403)
  • Hiring Manager: Can Ayvalioglu

Sorumluluklar

The role will be responsible from Mercedes Benz network, BMW network, Borusan as BWM importer and Renault network in Turkiye. Main objective is to manage OEM and FWS network (franchise workshop) collaboratively to maximize volume and value.
The Key Account Manager's main role is to own those brands’ commercial strategy to grow the existing key accounts and hunt for new businesses. The Key account manager is the main driver to grow Shell's market share in automotive sector locally.
The role of the Key Account Manager will be:
- To build the prospection pipeline and the commercial offer for identified sub segments in order to ensure a sustainable growth locally
- Be accountable for generating a defined growth target (Vol/ C3/ C3+) per sector per year
- Negotiate and coordinate the offers per sector of activities and implement the deals locally
- Coordinate the implementation actions and growth projects with the extended team: regional key team, global key account team, marketing, technical, LSC, Legal & Finance
- Close collaboration with global key account team thru regular calls to build strategy and to prepare way forward actions.
- Collaborate with the extended team to define a clear sector strategy and drive the business forward by ensuring: strong key account plans - brainstorming on innovative CVPs
- Demonstrate a customer centricity & Enterprise 1st approach: CRM KPIs - Cash management - collaborate and share information between distribution channels
- Deliver a personal Goal Zero and promote the values of SHELL (ethics & compliance etc)
KAM role: 70% prospection - 30% implementation/ coordination/Farming
The position is part of the Direct Sales organization and will report directly to the local Business Manager direct.
The successful candidate will be the key sector lead accountable to grow and develop SHELL's footprint locally.
Dimensions
Min 10+% YoY USD growth
 SHELL lubricants in the world: N°1 for 17 consecutive years

Aranan Nitelikler

Skill sets & Background

• Good at C level relationship

• challenger approach

• value selling

• Demonstrates ability to do an account strategy

• Good engagement skills : internal & external

• Expert in negotiation and customer relationship

• Good project Management :Analytical and structured

• Have strong drive and ability to ability to work in an autonomous manner

• Has 5+ years experience in sales, marketing and/or lubricants technical department

• Proficient in English

• Creativity: ability to think out of the box and use/develop the digital tools as required

Additional Information

KPIs :

Sales force / Opportunity pipeline : sufficient and realistic pipeline enough to grow business as expected considering hit rate

Objective Vol/Margin / Premium: Focus on c5 and c10 including NIAT with real FX terms

Acting as sector manager on country basis on top of his/her portfolio

HSSE

Travel: Expected around 50% travel

We encourage employees to share if they have specific flexible working requirements. Flexibility will mean different things to different people and we are interested to know what might be needed to help you succeed and be at your best. We will endeavor to accommodate those requirements with consideration both for what is required in the role and taking the lead from a local country policy perspective.

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