Grow the B2B Lubricants business in assigned sector and geography by applying Key Account Management techniques to large customers and prospects. Deliver top line growth by selling Shell CVPs to target sector, in line with Shell HSSE policy and Shell General Business Principles. In conjunction with Marketing, Specialties and Technical, implement the Sector and Customer Strategy.
Apply Key Account Management techniques to develop large direct accounts to achieve:-
Volume, Net Proceeds, C3, Credit DSO and Opex targets as per T&R plans for the year.
-Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Revenue and C3.
Working Capital Management with accurate Sales forecasting, good credit control as focus areas and deliver business plan within Days Sales Outstanding (DSO) and Overdue (OD) % targets.
Drive the business through SPANCOP process ensuring increase in market penetration and market share.
Ensure business / market share growth in line with the Sector strategy. Ensure rigorous implementation of Key Account Management and Sector strategy.
Adhere to Sales 1st processes, tools and gladiatorial standards. Increase the value for existing Shell customers through cross-selling and up-selling.
Develop new opportunities with prospective customers independently and from leads developed through Prospecting.
Develop, update, maintain, and communicate the Key Account Plan. 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.
Develop and maintain good working relationships with all Support Functions Marketing Technical / Marketing / Credit / Finance / S&OP / Finance to improve customer satisfaction.
Align activities with Marketing, Specialities and Technical Teams. Maintain and grow good working relationship with the assigned OEMs and customers/prospects.
Understand and report competitor activities. Adhering to Shell General Business Principles in all transactions and conduct of business with external parties.
Demonstrating commitment to and be responsible for HSSE and the company commitment to sustainable development; inculcating safety conscious behaviour with external parties; meeting own safety targets as per the performance contract.
Demonstrate inclusive behavior in all aspects of the company's work, provide equal treatment to people from both genders, different cultural and ethnic backgrounds and recognise and respect different ways of thinking.
Be accountable for own development plan to continuously improve competencies.
Position will handle some of the biggest KAs like Atlas Copco, IR, Elgi.
Desired Candidate Profile
Experience and Qualifications required
- Engineering Graduate/ MBA with Work experience of around 5-8 years in selling of B2B products to steel and power is essential.
- Significant Sales experience, with proven success in developing profitable business, preferably with Key Accounts and OEMs
- Strong Customer focus.
Selling and Negotiation - Skill
Applying Customer Value Proposition - Knowledge
Channel Management (Direct) - Skill
Commercial & Economic Acumen -Knowledge
Value Chain Understanding - Knowledge
Managing Customer Experience - Knowledge
Pricing & Exposure Management - Knowledge
Contract Management - Knowledge
Applying Technical Capability - Knowledge
Generating Insights - Knowledge.
UG: B.Tech/B.E. - Any Specialization
PG:MBA/PGDM - Any Specialization
Doctorate:Doctorate Not Required
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SHELL INDIA MARKETS PRIVATE LTD
SHELL INDIA MARKETS PRIVATE LTD
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