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Fleet Solutions & CRT Account Manager

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Reference ID R147100 Updated 09/24/2024
Commercial and Retail
Thailand
Bangkok
N/A

Fleet Solutions & Commercial Road Transport Account Manager (FS & 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 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:

  • Relevant bachelor’s degree/Masters are an advantage.
  • Relevant sales experience or minimum 3 years’ experience in sales environment. 
  • Good working knowledge of the customer operations, financials and knowledge of specialist sources of information in knowledge of Salesforce tools.
  • Strong IT literacy on all Office Programs.
  • Good knowledge of English.
  • Proven/track record of competence in negotiation and dealing with external partners.
  • Strong interpersonal skills: ability to manage relationships at all levels.
  • Strong credibility (or proven willingness and capability to improve) in Personal and business skills. 
  • Selling and Negotiation.
  • Customer Relationship Management.
  • Market Awareness.
  • Customer Value Proposition.
  • Finance & Economics.

Additional competences required: 

  • HSSE mindset, proactive contribution to the HSSE journey include leveraging Shell leadership in HSSE for commercial advantage.
  • Financial Acumen including 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.