Fleet Solutions & CRT Account Manager

Purpose:

• Spearhead the sales efforts for fleet solutions, encompassing the management of sales, development, and expansion of products and services tailored for fleet operations.
• Strategically engage with potential customers to understand their fleet management needs and propose customized solutions that address their challenges effectively.
• Actively manage and nurture customer relationships to ensure satisfaction and loyalty, while also identifying opportunities for upselling and cross-selling within the fleet solutions portfolio.
• Collaborate closely with internal teams to stay abreast of product enhancements and industry trends, enabling informed and value-driven conversations with customers.
• Drive revenue growth by consistently achieving sales targets and contributing to the overall success of the fleet solutions business unit.

Accountabilities:

• Oversee the designated portfolio by formulating a growth strategy, creating plans, and executing them to achieve both individual and team sales targets, including C4+ margin, volume growth, DSO, and other credit KPIs.
• Consistently adhere to Sales 1st Standards, prioritizing pipeline management, streamlining call planning, and enhancing account management through the utilization of Salesforce tools to boost sales productivity and efficiency.
• Drive aggressive value growth by comprehensively understanding value creation and financial aspects, including value drivers, P&L impact, cash flow dynamics, and business deal implications, tailoring offerings to meet customer needs.
• Assist in crafting innovative and intricate Customer Value Propositions (CVPs) to transition from a supplier to a strategic partner, emphasizing value-driven interactions.
• Stay informed about market trends, competitors' strengths, and weaknesses to identify growth opportunities.
• Enhance value for existing customers and Shell through effective value, cross-selling, and upselling techniques.
• Prioritize the acquisition of new business, particularly targeting gold and platinum customers, in alignment with Fleet Solutions customer strategy.
• Analyze and strategize customer business dynamics, product portfolios, service packages, contracts, pricing, credit terms, and debt management.
• Adhere to HSSE Live Saving Rules and Goal Zero principles, demonstrating proactive responsibility in handling HSSE matters.

Requirement:

• Selling and Negotiation: Skill/Mastery
• Customer Relationship Management: Skill/Mastery
• Market Awareness: Skill
• Customer Value Proposition: Skill
• Finance & Economics: Knowledge
• Relevant bachelor’s degree/Masters: Advantage
• Relevant sales experience: Minimum 3 years in a sales environment
• Good working knowledge of customer operation and financials: Knowledge of Salesforce tools
• Strong IT literacy: Proficiency in all Office Programs
• Good knowledge of English
• Proven track record of competence: Negotiation and dealing with external partners
• Strong interpersonal skills: Ability to manage relationships at all levels
• Strong credibility: Proven willingness and capability to improve in personal and business skills

Additional Competences Required:

• HSSE Mindset: Proactive contribution to the HSSE journey, leveraging Shell leadership in HSSE for commercial advantage.
• Financial Acumen: Knowledge of P&L, cash, ROACE, ERR, and capability to structure deals that maximize value to Shell.
• Demonstrated Evidence of Leadership Attributes and 5 Behavioral Imperatives: Will be taken into account in the selection process.

Skill Pool:

• Commercial and Retail