Field based Account Manager at Shell India

If you are a professional with over three years’ experience discover how you can make an impact with Shell. Explore career opportunities below.

Skillpool group: Commercial and Retail
Updated: 09-Oct-2019
Reference ID: 97320BR
JOB PURPOSE:The FBAM will be expected to contribute to our growth aspirations through significant focus on development of new customers (bronze, silver, gold and platinum accounts) through face to face selling and strong negotiating skills, to deliver agreed margins and volumes. For acquisition of bronze customers, the FBAM will coach and lead the Direct Sales Agents. As Fleet Solution is positioning ourselves in mobility solution, FBAM needs to be able to identify customer needs in the mobility ranges. FBAM needs to manage, develop and grow a selective portfolio of high-value customers. The FBAM will cultivate partnership-based relationships with customers based on a clear understanding of Commercial Fleet range of CVPs, and knowledge of customer needs in order to deliver maximum value for both Shell and the customer. 
PRINCIPAL ACCOUNTABILITIES:

If you are a professional with over three years’ experience discover how you can make an impact with Shell. Explore career opportunities below.

Skillpool group: Commercial and Retail
Updated: 09-Oct-2019
Reference ID: 97320BR
JOB PURPOSE:The FBAM will be expected to contribute to our growth aspirations through significant focus on development of new customers (bronze, silver, gold and platinum accounts) through face to face selling and strong negotiating skills, to deliver agreed margins and volumes. For acquisition of bronze customers, the FBAM will coach and lead the Direct Sales Agents. As Fleet Solution is positioning ourselves in mobility solution, FBAM needs to be able to identify customer needs in the mobility ranges. FBAM needs to manage, develop and grow a selective portfolio of high-value customers. The FBAM will cultivate partnership-based relationships with customers based on a clear understanding of Commercial Fleet range of CVPs, and knowledge of customer needs in order to deliver maximum value for both Shell and the customer. 
PRINCIPAL ACCOUNTABILITIES:

  • Focus on acquisition of new business (bronze, silver, gold and platinum) in line with CF customer strategy. Average time spent on prospecting is anticipated to be 50-70%.
  • Understand customers’ immediate/long term needs, business models, value drivers, challenges and opportunities to tailor offers and services to capture their businesses in mobility space.
  • Plan, monitor and achieve individual and team sales targets (i.e., C4+ margin, volume growth, etc.)
  • Consistently apply Sales 1st Standards especially in bringing best in class structure for call/journey plan, calendar management, account plan and use of CRM tools to maximize customer facing time (8-12 visits per week)
  • Manage more aggressively value growth, with a deep understanding of value generation and financial dimensions (value drivers, P&L impact of integrated offers, cash impact of business deals).
  • Support the development of innovative and complex CVPs to be able to move from a supplier to a partner relationship in a value led environment.
  • Gain knowledge of market development, competitors’ offers strengths and weaknesses to create growth opportunities.
  • Carry out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).
  • Review & plan customer business, products, service packages, contracts, prices.
  • Identify and implement Continuous Improvement (CI) solutions at Shell and at our customers’ premises.
  • Comply with HSSE Live Saving Rules, Goal Zero and act in a responsible and proactive way in handling HSSE matters.

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  • Focus on acquisition of new business (bronze, silver, gold and platinum) in line with CF customer strategy. Average time spent on prospecting is anticipated to be 50-70%.
  • Understand customers’ immediate/long term needs, business models, value drivers, challenges and opportunities to tailor offers and services to capture their businesses in mobility space.
  • Plan, monitor and achieve individual and team sales targets (i.e., C4+ margin, volume growth, etc.)
  • Consistently apply Sales 1st Standards especially in bringing best in class structure for call/journey plan, calendar management, account plan and use of CRM tools to maximize customer facing time (8-12 visits per week)
  • Manage more aggressively value growth, with a deep understanding of value generation and financial dimensions (value drivers, P&L impact of integrated offers, cash impact of business deals).
  • Support the development of innovative and complex CVPs to be able to move from a supplier to a partner relationship in a value led environment.
  • Gain knowledge of market development, competitors’ offers strengths and weaknesses to create growth opportunities.
  • Carry out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).
  • Review & plan customer business, products, service packages, contracts, prices.
  • Identify and implement Continuous Improvement (CI) solutions at Shell and at our customers’ premises.
  • Comply with HSSE Live Saving Rules, Goal Zero and act in a responsible and proactive way in handling HSSE matters.

Application process for professionals

Discover the vacancy that suits your experience and qualifications and apply online.

Why choose Shell?

Join a collaborative, pioneering team that is committed to helping develop the energy resources needed to power progress.

Technical careers

Non-technical careers

Manage your application

  1. Experienced Professionals