.Job Purpose - To prospect intensively, develop and maximize the volume and Margin at area under responsibility through effective use of the Customer value prepositions, cross business synergies, tactical pricing, cross sell and up sell while actively spending time for hunting to increase current customer portfolio with new key accounts.- To build up strong relationships with key decision makers in own customer portfolio together with target prospects.- Utilize Global CVPs and Sales 1st techniques to achieve Sales & Marketing Key Performance Indicators (KPIs).- Develop account plans and business strategies to achieve sustainable growth, along with high customer satisfaction.
Accountabilities Selling & Negotiating - Improves the profitability and competitive performance of the business through selling and negotiating skills and maximizing sales opportunities.- Plan, monitor and achieve individual sales targets (e.G.
volume, margin, growth, named customer CVP).- Makes win/win sales via systematic approach of selling and negotiating (Suspect Prospect Analyses Negotiate Close Order Pay - SPANCOP).- Increases the value for existing Shell customers through cross, range and up selling.- Carries out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including price, contract, payment terms and services).- Formulates clear negotiating strategies and understands the trade off's and cost to Shell whilst balancing customer's needs.- Develops new opportunities with prospective customers independently and from leads developed through others.
Customer Relationship Management - Establishes, develops and manages 'win-win' customer relationships that deliver for both Shell and Customers volume and profitability objectives while maximizing the value of Shell brands.- Creates a deep understanding of the Customer, their needs and structure.- Makes the best use of time through planning and prioritizing.- Offers solutions to customers' problems and handles conflict effectively.- Manages interactions with other channels of distribution.- Achieves competitive advantage through applying sound understanding of the market and external environment in all business activities.
Market Awareness - Achieves competitive advantage through applying sound understanding of the market and external environment in all business activities Customer Value Proposition.- Maintains and generates additional business through informed selection and recommendation of our products, services and logistics.- Clearly communicates product features and benefits; instils confidence in our customers/trade partners for our CVP.- Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.- Be responsible and proactive in HSSE issue that affects the individual, the office/field environment, and their customers