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
Requirement
- 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
