Job Description

, Singapore

Job Family Group: Commercial and Retail

Worker Type: Regular

Posting Start Date: September 9, 2022

Business unit: Downstream

Experience Level: Experienced Professionals

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Where you fit in

This position sits within the Singapore B2C Direct Sales team and is primarily tasked to manage and grow our existing portfolio of key OEM (Original Equipment Manufacturer) customers in Singapore as well as to develop and grow the Indirect B2C business via distributor.

What's the role?

The B2C Key Account Manager will be responsible to grow the Singapore B2C Direct Sales portfolio via focused strategy, aligned with the Ultimate Potential levers. Defend and intensify cross selling opportunities to further cement Shell Lubricant's #1 position in the OEM segments.

You can look forward to a role that:

Leads the development and implementation of customer value propositions that differentiate our offers from competitors whilst at the same time coordinating delivery of value-added activities by Sales, Technical, Marketing and Supply Chain teams as well as integrating closely with other CoB's such as Retail and Fuels.

Maintains and grows senior level relationships with key decision makers within the OEM customers in Singapore, in particular After Sales and Marketing divisions in order to enhance loyalty to Shell. Support and grow our distributor in growing the Independent/Franchise Workshop market share in Singapore.

Ensures Distributor is aligned in goal, capability, business focus and capital resources to maximize Shell business and agree on a multi-yearly Business Plan that is fully aligned with Shell Marketing strategy and targets, and conduct activities that will deliver performance and develop profitable and sustainable business for both Shell and Distributors.

More specifically you will be accountable for:

Selling & Negotiating

Plan, monitor and achieve individual sales targets (volume, margin, overdues).

Display Flagship behaviors at all times and ensure Sales 1st basics are applied, such as pipeline management, SPANCOP, Call Reports, Key Account Plans, etc.

Develop new opportunities with prospective customers independently and from leads developed through others.

Increase the value of existing Shell customers in particular through cross selling.

Carry out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including price, contract, payment terms and services).

Develop deals that offer positive trade-offs in terms of cost and complexity to Shell versus value for the enterprise.

Develop new opportunities with prospective customers independently and from leads developed through others.

Customer Relationship Management

Establish, develop, and manage win-win customer relationships that deliver for both Shell and Customers volume and profitability objectives.

Create a deep understanding of our customers, their needs and structure.

Make the best use of time through planning and prioritizing.

Offer solutions to customer's problems and handle cross channel/ OU conflict effectively and maturely.

Market awareness

Achieve competitive advantage through applying sound understanding of the market and external environment in the general economy and in particular motor vehicle sector
Demonstrate an understanding of Shell's presence and capability outside the Lubricants market and present opportunities to Line Manager when made aware of such by customer.

Customer Value Proposition

Develop and deliver compelling CVPs to differentiate our offers, justify price premium and maintain customers in the fully synthetic portfolio and longer contract terms (where possible).

In conjunction with Technical, showcase Shell's Technical Leadership by working closely with customers to look ahead (2-3 years) on type of lubricant requirements.

Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.

This requires working closely with Technical, Marketing, Pricing and Supply Chain teams and project manage delivery of a calendar of activities for key customers, as well as reaching out to other COBs to develop integrated offers (Retail, Fuels).

Clearly communicate product features and instill confidence in our customers for our CVP.

Leadership

Be responsible and proactive in HSSE issues that affects the individual, the office/field environment, and our customers.

Be accountable for own development plan to continuously improve competencies.

Adhere to financial controls and governance rules, such as PCN, MOA etc., and pro-actively align with Finance and Sales Support teams to ensure compliance and best practice contract management.

Adopt an Enterprise First Approach where cross business opportunities exist.

What we need from you

All current and target accounts are large, complex accounts with influential (especially) After Sales, Marketing and Service departments. The incumbent must deal therefore with sophisticated and demanding professional managers with high bargaining power and often conflicting interests.

In order to be successful in this position, we hope to see the following:

7-8 years of corporate experience in a similar role, local Automotive industry experience is highly regarded.

Proven leadership and personal effectiveness at working seamlessly across organizational boundaries (e.g., Marketing, Supply Chain, Pricing, Technology, Sales Support, Retail, Fuels).

Individual must be a highly motivated self-starter, matured, independent and with the ability to work under minimal supervision.

A high capacity individual willing to make a difference in the automotive lubricants business in Singapore.

Shell is one the largest foreign investors in Singapore and began operations in 1891. Today, we have more than 3,200 employees in Singapore alone. The Pulau Bukom Manufacturing Site today is the largest Shell refinery in the world in terms of crude distillation capacity, which makes Singapore a key regional supply and trading centre for Shell in the East. Singapore is the largest petrochemical production and export centre in the Asia Pacific region. Shell Jurong Island (SJI) manufactures petrochemicals to meet the fast-growing demand for these products in the region. We also have one of the largest single-branded retail networks in Singapore, providing customers with a wide range of quality products and services. When you join Shell in Singapore, you can count on our commitment to help you thrive and propel your career by means of our industry-leading development programme and our available and unrivalled pool of local and global experts. Our numerous global and local skill pools as well as our diversity are key to our success and continuing innovation.

An innovative place to work

There's never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you'll be adding your talent and imagination to a business with the ambition to shape the future - whether by investing in renewables, exploring new ways to store energy, or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part.

An inclusive place to work

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment - one where you can express your ideas, extend your skills, and reach your potential.

We're creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we'll take it from there.

We're closing the gender gap - whether that's through action on equal pay or by enabling more women to reach senior roles in engineering and technology.

We're striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.

We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.

A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We're huge advocates for career development. We'll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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