Key Account Manager
At a glance
Manager-level Account Management role at Work at Shell. Shanghai · full-time.
Pay not stated Key Account Manager salary
growthroles summary, based on the employer's posting.
What you'll do
- Build strategic relationships with major international OEMs and their business partners to grow commercial value
- Find and pursue new prospects, then advise customers on products and services and negotiate mutually beneficial deals
- Set and track individual and team sales goals covering margin, growth, named-customer CVP and trade debtors
- Work with global and local account teams on pricing discipline and account plans, while meeting customer service expectations
What you bring
- Substantial key account management experience across the full deal cycle, from finding opportunities through negotiation and delivery
- A record of winning profitable business in challenging situations
- Fluent written and spoken English
- Strong relationship skills with senior contacts at complex accounts and internal stakeholders
Who this fits
This role suits an experienced B2B sales professional who can manage strategic OEM accounts and pursue new business independently. The position is based in Shanghai, China.
From the employer
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Where you fit in
This role resides within Shell’s lubricant business, focusing on servicing top leading International Original Equipment Manufacturer (OEM) customers. Shell lubricant has long been top-tier brand for most OEMs, backed by profound industry knowledge, extensive experience and professional expertise. We offer a robust performance-driven position, supporting employees’ capability enhancement and career development within the Shell Group.
What is the role?
- Build up strategic partnership with top International OEMs and related business partners to obtain more business value.
- Develop new opportunities with prospective customers independently.
- Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.
- Plan, monitor and achieve individual and team sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.)
- Ensure strong, proactive pricing discipline and actions, aligned with Global Key Account Team and Local Core Team to develop and implement the Key Account Plan accordingly.
- Ensure Sales Expectations are fully met via Customer Excellent behaviours. Actively implement Sales Basics up to standard.
What we need from you?
- Substantial experience and thorough understanding of the full deal/tender life cycle from origination, prospection, negotiation to successful execution and value delivery in Key Account Management is essential.
- Professional B2B experience in Strategic Sales Management and marketing with a good E2E understanding of various businesses will therefore be an advantage.
- Proven track record of winning profitable business in difficult circumstances.
- Strong demonstration of behavioural imperatives: Enterprise mindset, Resilient, External/Customer orientation, Commercial Mindset and Delivery.
- Excellent interpersonal skills: including ability and experience to manage high level relationships within large complex key accounts and internal stakeholders.
- Fluent in both written and spoken English.
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