Sobre este puesto de Fleet Solutions Key Account Manager en Shell
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What is the role?
You will be part of Shell Fleet Solutions HK. Shell Fleet Solutions HK (SFSHK) is one of the market leaders in business mobility. We collaborate with businesses that have a fleet of commercial passenger cars, light, medium or heavy-duty vehicles. Our focus is to provide sustainable energy, mobility, payment and fleet management solutions for your company’s fleet. Current products range from traditional fuels to decarbonization solutions such as nature-based carbon credit, along with EV charging services.
What you'll be doing
Plan, monitor and achieve individual and team sales targets (i.e. margin, volume growth, Overdue, etc...)
Consistently apply Sales Competence 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 (6 - 8 visits per week)
Support the development of innovative and matrix CVPs moving from a supplier to a partner relationship in a value led environment.
Manage more aggressively value growth, with a deep understanding of value generation and financial dimensions (value drivers, P&L impact of integrated offers, cash, DSO, IRR and cash impact of business deals).
Understand customers’ immediate/long term needs, business models, value drivers, challenges and opportunities to tailor offers and services to capture their businesses
Gain knowledge of market development, competitors’ offers strengths and weaknesses to create growth opportunities.
Increase the value for existing customers and Shell through value, cross and up selling.
Focus on acquisition of new business in line with Fleet Solutions customer strategy. Average time spent on prospecting: 50-70%.
For new and existing customers, define and regularly review relevant customer relationships, behavioral and differentiated services banding and their sales & marketing plan.
Carry out price negotiations with customers, prepare 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, credit terms, credit limits and debt.
Identify and implement Continuous Improvement (CI) solutions at Shell and at our customers’ premises.
Comply with Shell HSSE
Sell our products across all customer segments: Commercial Road Transport, National and Key Account Fleet
What you bring
University Graduate with engineering or commercial degree is an advantage
Relevant sales experience or minimum 10 years’ experience in commercial environment. Preferably working in major oil companies. Or related industry like construction, Car OEM, or logistic companies.
Good working knowledge of customer operation and financial and market analytics skills
Strong IT literacy on all Office Programs
Good knowledge of English • Proven/track record of competence in negotiation and dealing with external partners.
Strong interpersonal skills: ability to manage relationships at all levels.
Strong credibility (or proven willingness and capability to improve) in Personal and business skills.
What we offer
You bring your skills and experience to Shell and in return you work with talented, committed people on one of the most important challenges facing our planet. You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You’ll be able to balance your priorities as you become the best version of yourself.
Progress as a person as we work on the energy transition together.
Continuously grow the transferable skills you need to get ahead.
Work at the forefront of technology, trends, and practices.
Collaborate with experienced colleagues with unique expertise.
Achieve your balance in a values-led culture that encourages you to be the best version of yourself.
Benefit from flexible working hours, and the possibility of remote/mobile working.
Perform at your best with a competitive starting salary and annual performance related salary increase – our pay and benefits packages are considered to be among the best in the world.
Take advantage of paid parental leave, including for non-birthing parents.
Join an organisation working to become one of the most diverse and inclusive in the world. We strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply.
Grow as you progress through diverse career opportunities in national and
international teams.
Gain access to a wide range of training and development programmes.
We'd like you to know that Shell has a bold goal: to become one of the world’s most diverse and inclusive companies. You can get to know more about how we're working towards that goal, click here.
Shell in Hong Kong
As one of the world’s leading energy companies, Shell has been active in Hong Kong for 110 years. Our business activities in Hong Kong and Macau include Retail Filling and Service Stations, EV Charging Stations, LPG, Commercial Fuel, Lubricants, Bitumen, Aviation, Marine and Chemicals.
Throughout the century, Shell has been at the forefront of the drive to support Hong Kong and Macau to meet its growing energy needs.
Our core values of honesty, integrity and respect for people form the basis of the Shell General Business Principles.
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