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Field Based Account Manager B2B

Updated : 30/11/2021

Employment Type : Full time

Experience level : Experienced Professionals

Country: Malaysia

City/State : Kuala Lumpur

The Role

The Consumer FBAM role requires exceptional skill and focus on customer portfolio/relationship management while hunting of new business within the marketplace.  Pipeline management, value selling, strategic relationship mapping, strong communication skills, and a customer-focused commercial mindset are key to the success of this performance-based role. You must strengthen the Consumer market share and Shell Lubricants brand within the respective territory through:

  • New Business Development and Premium Acceleration of profitable and strategic volume/C3 in line with businesses objectives, rules of winning, and enterprise-first focus through P&L management
  • Maintaining and increasing the value and return on an existing Shell customer portfolio through cross, range, and upselling
  • Able to competently analyse P+L reports and identify, manage, and execute on areas of underperformance
  • Develop a strategic pipeline of growth opportunities (i.e. Premium Acceleration) within existing account base to support overall Consumer B2C growth aspirations
  • Plan and lead F2F customer meetings for joint business reviews and goal setting to jointly deliver growth
  • Jointly identify training opportunities to enhance premium selling and F2F training with Shell resources
  • Maintaining and developing existing customer relationships
  • Strengthening Shell brands and increasing market share in respective territory
  • Providing high level support to national accounts (Sectorial level)
  • Able to demonstrate high-level understanding of lubes business


  • Minimum five (5) years’ experience in B2B sales experience such as prospecting/cold-call field sales and able to sell value
  • Bachelor’s Degree. Relevant experience and training may also be considered
  • Strong in commercial sense and able to identify business opportunities
  • Demonstrated ability to grow sales as measured by period-over-period increases

50-60% travel requirement as per the nature of the role

Click the link for application : https://jobs.shell.com/job/kuala-lumpur/field-based-account-manager-b2b/25244/19119306656

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