Fleet Solutions & Commercial Road Transport Account Manager (FS & CRT Account Manager)

Purpose:

Spearhead the sales efforts for fleet solutions, encompassing the management of sales, development, and expansion of products and services tailored for fleet operations.Strategically engage with potential customers to understand their fleet management needs and propose customized solutions that address their challenges effectively.Actively manage and nurture customer relationships to ensure satisfaction and loyalty, while also identifying opportunities for upselling and cross-selling within the fleet solutions portfolio.Collaborate closely with internal teams to stay abreast of product enhancements and industry trends, enabling informed and value-driven conversations with customers.Drive revenue growth by consistently achieving sales targets and contributing to the overall success of the fleet solutions business unit.

Accountabilities:

Oversee the designated portfolio by formulating a growth strategy, creating plans, and executing them to achieve both individual and team sales targets, including margin, volume growth, DSO, and other credit KPIs.Consistently adhere to Sales 1st Standards, prioritizing pipeline management, streamlining call planning, and enhancing account management through the utilization of Salesforce tools to boost sales productivity and efficiency.Drive aggressive value growth by comprehensively understanding value creation and financial aspects, including value drivers, P&L impact, cash flow dynamics, and business deal implications, tailoring offerings to meet customer needs.Assist in crafting innovative and intricate Customer Value Propositions (CVPs) to transition from a supplier to a strategic partner, emphasizing value-driven interactions.Stay informed about market trends, competitors' strengths, and weaknesses to identify growth opportunities.Enhance value for existing customers and Shell through effective value, cross-selling, and upselling techniques.Prioritize the acquisition of new business, particularly targeting gold and platinum customers, in alignment with Fleet Solutions customer strategy.Analyze and strategize customer business dynamics, product portfolios, service packages, contracts, pricing, credit terms, and debt management.Adhere to HSSE Live Saving Rules and Goal Zero principles, demonstrating proactive responsibility in handling HSSE matters.

Requirement:

Relevant bachelor’s degree/Masters are an advantage.Relevant sales experience or minimum 3 years’ experience in sales environment. Good working knowledge of the customer operations, financials and knowledge of specialist sources of information in knowledge of Salesforce tools.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. Selling and Negotiation.Customer Relationship Management.Market Awareness.Customer Value Proposition.Finance & Economics.

Additional competences required: 

HSSE mindset, proactive contribution to the HSSE journey include leveraging Shell leadership in HSSE for commercial advantage.Financial Acumen including knowledge of P&L, cash, ROACE, ERR and capability to structure deals that maximize value to Shell.Demonstrated evidence of Leadership Attributes and 5 Behavioral Imperatives will be taken into account in the selection process.