Field Based Account Manager

Employer:

Shell

Updated: Jan 21 2014

Desired Expertise: Business Development, Sales and Marketing Experience: 5+ years Minimum Education: Masters Degree Location: Dallas, TX, US Reference Code: 4032BR Job Status: Active / Open

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Responsibilities:

 FBAM Role focusing on selling to the Transport Sector including but not limited to Fleets, OEM Truck Dealerships, Truck Stops, and Heavy Duty Installers and Heavy Duty Buying Group members.

  • Support the Indirect (Distributor Channel) as well as Key Accounts in this Sector.
  • Maintain and develop existing customer relationships.
  • Identify and win new business and win new business using Face to Face selling and negotiating skills to grow the business by increasing Volume, Margin & Premiums in line with targets.
  • Strengthen SOPUS brands and increase market share in respective territory.
  • Provide high level support to Key Accounts.
  • Support local Distributors in prospecting and growing their business.
  • Maintain and develop existing customer relationships.
  • Identify and win new business and win new business using Face to Face selling and negotiating skills to grow the business by increasing Volume, Margin & Premiums in line with targets.
  • Strengthen SOPUS brands and increase market share in respective territory.
  • Provide high level support to Key Accounts.
  • Support local Distributors in prospecting and growing their business.
  • Fill pipeline with qualifying opportunities , identify these opportunities through cold calling, networking and business journals.
  • Deal mainly with Gold and Platinum banded customers. Developing strong and mutually beneficial relationships with our Distributor network.
  • Exceed team and individual KPIs as set by management.
  • Able to demonstrate high-level understanding of the Transport Lubes business.
  • Plan customer calls and visits to provide the appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationships and acquiring new business relationships.
  • Increase the value for existing Shell customers through Cross, Range and Up Selling.
  • Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers
  • Plan, monitor and achieve individual and team sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.)
  • Develop, update, maintain, and communicate Account Plans.
  • Effectively use Customer Relationship Management software(CRM).
  • Effectively use the SPANCOP process in sales activities.
  • Be responsible and proactive in HSSE issues that affect the individual, the office/field environment and their customers.
  • Be accountable for own development plan to continuously improve competencies.
  • Role will require a focus on hunting for new business, while maintaining existing accounts. Identifying cross sell and up-sell opportunities should be second nature in this Account Management role.
  • For new and existing customers, define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan. Credit control duties will be required, as will difficult conversations surrounding shortfalls and contractual penalties.
  • Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt.
  • Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).
  • Ensure all service providers carry out the agreed terms.
  • Ensures that all customer interaction activities are properly logged and updated in the CRM system.

Requirements:
 

  • Must have legal Authorization to work in the US on a full time basis for anyone other than current employer.
  • Must have a four (4) year degree; Masters Degree preferred.
  • Minimum of five (5) years experience of field sales and selling brand value..

Desired Skills:
Field Base Account Manager

Employment Type: PERMANENT
Hours: FULLTIME

Applicant Requirements:

In order to apply for this position, applicants MUST meet the following criteria. If your resume does not match these criteria, you will not be able to apply for this position.

Location: North America      

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