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Key Account Manager - Compressor & Transmission

5 - 10 yrs
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Not Disclosed by Recruiter Openings: 1 Posted 56 days ago Job Applicants: 1027 Job Views: 976

Job Description

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    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.

Salary: Not Disclosed by Recruiter

Industry: Oil and Gas / Energy / Power / Infrastructure

Functional Area: Sales , Retail , Business Development

Role Category:Channel Sales

Role:Key Account Manager

Employment Type: Permanent Job, Full Time


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.

    Sales Competencies:

    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

Company Profile:


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Sonal Company Recruiter SHELL INDIA MARKETS PRIVATE LTD Bengaluru / Bangalore

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