Key Account Manager

**The Role**:
**Where you fit in**

This position sits within the Singapore B2C Direct Sales team and is primarily tasked to manage and grow our existing portfolio of key OEM (Original Equipment Manufacturer) customers in Singapore as well as to develop and grow the Indirect B2C business via distributor.

**What’s the role?**

The B2C Key Account Manager will be responsible to grow the Singapore B2C Direct Sales portfolio via focused strategy, aligned with the Ultimate Potential levers. Defend and intensify cross selling opportunities to further cement Shell Lubricant's #1 position in the OEM segments.

You can look forward to a role that:

- Leads the development and implementation of customer value propositions that differentiate our offers from competitors whilst at the same time coordinating delivery of value-added activities by Sales, Technical, Marketing and Supply Chain teams as well as integrating closely with other CoB’s such as Retail and Fuels.
- Maintains and grows senior level relationships with key decision makers within the OEM customers in Singapore, in particular After Sales and Marketing divisions in order to enhance loyalty to Shell. Support and grow our distributor in growing the Independent/Franchise Workshop market share in Singapore.
- Ensures Distributor is aligned in goal, capability, business focus and capital resources to maximize Shell business and agree on a multi-yearly Business Plan that is fully aligned with Shell Marketing strategy and targets, and conduct activities that will deliver performance and develop profitable and sustainable business for both Shell and Distributors.

More specifically you will be accountable for:
Selling & Negotiating
- Plan, monitor and achieve individual sales targets (volume, margin, overdues).
- Display Flagship behaviors at all times and ensure Sales 1st basics are applied, such as pipeline management, SPANCOP, Call Reports, Key Account Plans, etc.
- Develop new opportunities with prospective customers independently and from leads developed through others.
- Increase the value of existing Shell customers in particular through cross selling.
- Carry out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including price, contract, payment terms and services).
- Develop deals that offer positive trade-offs in terms of cost and complexity to Shell versus value for the enterprise.
- Develop new opportunities with prospective customers independently and from leads developed through others.

Customer Relationship Management
- Establish, develop, and manage win-win customer relationships that deliver for both Shell and Customers volume and profitability objectives.
- Create a deep understanding of our customers, their needs and structure.
- Make the best use of time through planning and prioritizing.
- Offer solutions to customer’s problems and handle cross channel/ OU conflict effectively and maturely.

Market awareness

Demonstrate an understanding of Shell’s presence and capability outside the Lubricants market and present opportunities to Line Manager when made aware of such by customer.

Customer Value Proposition
- Develop and deliver compelling CVPs to differentiate our offers, justify price premium and maintain customers in the fully synthetic portfolio and longer contract terms (where possible).
- In conjunction with Technical, showcase Shell’s Technical Leadership by working closely with customers to look ahead (2-3 years) on type of lubricant requirements.
- Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.
- This requires working closely with Technical, Marketing, Pricing and Supply Chain teams and project manage delivery of a calendar of activities for key customers, as well as reaching out to other COBs to develop integrated offers (Retail, Fuels).
- Clearly communicate product features and instill confidence in our customers for our CVP.

Leadership
- Be responsible and proactive in HSSE issues that affects the individual, the office/field environment, and our customers.
- Be accountable for own development plan to continuously improve competencies.
- Adhere to financial controls and governance rules, such as PCN, MOA etc., and pro-actively align with Finance and Sales Support teams to ensure compliance and best practice contract management.
- Adopt an Enterprise First Approach where cross business opportunities exist.

**What we need from you**

All current and target accounts are large, complex accounts with influential (especially) After Sales, Marketing and Service departments. The incumbent must deal therefore with sophisticated and demanding professional managers with high bargaining power and often conflicting interests.

In order to be successful in this position, we hope to see the following:

- 7-8 years of corporate experience in a similar role, local Automotive industry experience is