Job Description:
The role will be responsible from VW network, Dogus Group as importer, Fast fit business, and several strategic automotive OEM’s 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 to 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+/C10) 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
-To be a role model for peers in terms of sales competencies and sales 1st behaviors
-Develop and coach Argenti team (Territory managers) for successful implementation and growth objectives at fast fit business
- 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.
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• 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: Goal Zero
• Travel: Expected around 50% travel
• Min 10+% YoY USD growth
Native Turkish is a MUST
