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Jobs in Malaysia   »   Jobs in Kuala Lumpur - Selangor   »   Accounting / Auditing jobs   »   Field Based Account Manager

Field Based Account Manager

Company description: Shell is a global leader in power, energy, and gas technology and is working to meet increasing energy demand and supply challenges by delivering smarter products and cleaner energy, infrastructure, and by developing new energy sources while addressing the impact on the environment. Malaysia is one of Shells heartlands. The history of Royal Dutch Shell in Malaysia started more than 125 years. Today, Shell maintains a strong multi-faceted presence in the country through our longer-term investments, innovation-sharing, and impact to local communities. We helped pioneer Malaysias oil and gas industry and fuelled its growth. We discovered Malaysias first oil onshore, then took the industry offshore, and most recently into the technically-challenging depths of Deepwater. Shells strong retail network fuels the journeys of millions of Malaysian motorists every day. In fact, Shell is even able to offer one of the most differentiated fuel and lubricant products, some of which were pioneered right here in the country. We fuelled the ambitions of Malaysians: whether the generations of retail business partners; thousands of Shell scholars over the years; young entrepreneurs from our LiveWire programme; or Shell staff and alumni who are Malaysian luminaries today. Shell continues to be one of the top employers in Malaysia with thousands employed in our upstream, midstream and downstream businesses, as well as in our service and support functions.

Job Description: Business Sales Processes
  • Deliver T&R by growing the commercial fuels business & reducing DSO through existing customers and developing new customers/accounts via Sales 1st Behaviour.
  • Implement and maintain the Companys standardized sales and business management processes and deliver sales and profitability plans for each account of your responsibility.
  • Proactively work closely with Critical Business Partners (such as Supply, Distribution, Credit, Sales Support, Pricing Desk, Marketing, Legal & others) to ensure there is a culture of understanding and co-operation between sales and Critical Business Partners, particularly when conflicts may arise from a customers perspective.
  • Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti-Competitor laws and other relevant Shell policies.
Customer Relationship Management (CRM)
  • Establish, develop and manage win-win customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes.
  • Drive the management of customer relationships by;
  • Participating in customer site visits and tender negotiations as appropriate.
  • Delivering value propositions and account implementation plans to add maximum value to both the customer and Shell.
  • Drive the pursuit of new business and growth in line with the Commercial Fuels business strategic direction.
Monitoring and Reporting
  • Work closely with Credit colleagues on the credit matter and to ensure achievement of DSO target.
  • Plan, monitor and achieve individual sales targets through Sales 1st Behaviour.
  • Understand & implement SPANCOP process and all necessary documentation should be documented in the SalesForce tool (documents such as POPSA, Key Account Plan, Visit Report & Others).
  • Review fortnightly on SPANCOP measurement with STL, such as hit rate, success conversion rate, pipeline strength, and others.
Business Development
  • Maintain & develop in-depth and current product and industry knowledge.
  • Monitor key competitors in the sector and understand their strengths and weaknesses in order to maximize sales opportunities.
  • Understand and keep track of changing customer needs, customer structures, and the business environment.
  • Contribute to the overall planning and development of the Commercial Fuels business by providing recommendations and market intelligence on business, customer, competitor and market issues to the marketing team.
  • Assist in identifying new growth opportunities in line with the Commercial Fuels business strategic marketing direction.
Team Development
  • Contribute to the development of effective teams by building and maintaining positive working relationships and demonstrating Enterprise First, Sales First and LAT behaviors.
  • Contribute to effective team communication in all areas of interest (i.e.. WILO telecon, market intelligence information etc.)
Job Requirements:
  • Graduate of Business or any business related
  • Sales professional with more than 3 years of working experience in sales or commercial experience.
  • Proven ability to conduct complex business negotiations and with experience in managing the bottom-line of a (B2B) business.
  • Strong customer focus, preferably with Key Accounts/ past working experience in sales
  • Knowledge and understanding of SPANCOP process, Sales 1st Behavior, and Sales CRM tool are highly preferred.
  • Ability to build and maintain positive customer relationships and work in a team-orientated environment.
  • Previous experience in managing complex stakeholder issues and complex corporate customer accounts are highly desired.
  • Whilst English is predominantly used in business meetings and correspondence, it will be an advantage if fluent in Chinese/Mandarin/ local dialects.
  • Expected attributes hardworking, self-motivated, resilience and perseverance, self-disciplined, ability to multi task.
Disclaimer: Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date.

Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world.

The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand.

Shell is an Equal Opportunity Employer.

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