Shell

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

• To lead, manage, coach, motivate and inspire a sales team consisting of Field Based, Office Based Account Managers servicing Shell Portfolio.
• Maximize the SME growth across the fleet portfolio
• 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)
• Maximize time spent coaching and joint prospecting to develop sales team into world class sales professionals
• Deliver agreed Sales and Marketing Action Plans and shadowing top 5 resellers.
• To assist the formulation and implementation of the Marketing Strategy and the T&R
• Ensure operational excellence and high customer satisfaction

Accountabilities

• Agree, monitor, improve and achieve sales team targets for both new and existing customers and be accountable for the overall team performance of 5 FBAM & OBAM

Financial performance indicators:

a. Volume,

b. C4+ and overdue

Sales Productivity performance indicators:

Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Indirect Channel Efficiency, volume and C4+ delivery per FBAM & OBAM.

• Spend significant time coaching and jointly visiting major customers/resellers and prospects to develop skills, knowledge and motivate team to achieve targets.
• Plan and organize training to develop sales competencies. Provide regular performance feedback to team and provide career development guidance to team members.
• Ensure team practices LAT behaviors, HSSE policies, and Shell Business Principles. Lead by example. Ensure the team operates within the Manual of Authority and the Standard Offer Book.
• Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve customer satisfaction.
• Monitor business performance, Strategy, CVPs, Price Management and Customer Offer book, and take appropriate action to improve performance. Develop Sales Action Plan based on agreed marketing strategy, developing profitable customers for VIS, Partner Card and Shell Business Club within preferred target sectors and segments.
• Ensure Sales team effectively use Sales 1st, Price Management, S&OP and Customer Promise processes and tools, to ensure Shell is providing the required level of service to both customers and support functions.
• Lead by example within the Sales 1st framework and ensure sales teams utilize the Sales CRM tools as per agreed targets
• Ensure that all direct reports meet the required competencies profile by ongoing field assessment, training, coaching, best practices sharing and Panel activities, using IDP to record objectives, activities and progress. Provide regular performance feedback and provide career development guidance to team members.
• Ensure customer satisfaction by achieving the target of 8,5 customer satisfaction score within the region.
• Develop and maintain good level of relationship with global and local stakeholders including industrial associations, suppliers, banks, resellers, as well as customers.
• Develop relationship with both b2c District managers and dealers within region to maximize NHF opportunities.
• Implement and execute direct & SME channel strategy.
• Assist Fleet Solutions Manager for strategy review & implementation.

Dimensions

• Direct Reports : 5 FBAM & OBAM
• Volume: 350 mln ltr
• C4+: 20 mln $

Required Experience / Qualification

• 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.
• Fluency in English and Turkish

Demonstrated evidence of Enterprise first values and behaviors will be taken into account during the selection process.

• Selling and Negotiation – Mastery
• Customer Relationship Management – Mastery
• Market Awareness - Skill
• Customer Value Proposition – Mastery
• Reseller & Partner Management - 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, ROACE, ERR and capability to structure deals that maximize value to Shell.