As a Senior Area Account Manager(Field Based) you will manage, develop and grow a selective portfolio of high-value customers through performing as business advisor for the existing customers and developing new customers by using strong selling and negotiating skills.
The region you will be responsible for is: South Romania.

This role cultivates partnership-based relationships with customers based on a clear understanding of full range of our CVPs, external market condition and knowledge of customer needs in order to deliver maximum value for both Shell and the customer. In addition, you are expected to contribute to our growth aspirations through significant focus on development opportunities of new business.

Your main accountabilities will be to:

•Plan, monitor and achieve individual and team sales targets (i.e. margin, volume growth, Payment Overdues, etc.);
•Consistently apply the best sales standards especially in bringing best in class structure for way of working (call/journey plan, calendar management, account plan and use of CRM tools) to maximize customer facing time;
•Support the development of innovative and complex CVPs to be able to move from a supplier to a partner relationship in a value led environment;
•Manage aggressively value growth, with a deep understanding of value generation and financial dimensions;
•Understand customers’ immediate/long term needs, business models, value drivers, challenges and opportunities to tailor offers and services to capture their businesses and help them grow;
•Constant monitoring and learning of market development, competitors’ offers strengths and weaknesses to create growth opportunities;
•Increase the value for existing customers and Shell through value, cross and up selling;
•Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services);
•Constant development of own skills in partnering and business consultancy, to perform and be perceived and 1st class  business advisor to CF client.

Key Challenges:

Shell’s Romanian CRT (commercial road transport) international business operations will be transformed to a directly managed platform thus Shell will make its presence in Romania. Shell is the market leader in the international part of the commercial road transport business what the new organization must defend and further maintain in a very competitive environment. The services on the road penetration on existing customers is relatively high, this also must be defended with integrated offers and best in class customer service approach.

As a clear market leader there is a need for continuous thinking of the next ’big thing’ that will keep us in the leading position

Grow the Shell Fleet Solution business in very competitive environment, delivering against stretched targets.

Requirements:

·Good understanding of market knowledge, Industrial trends, structure and stakeholders to maximize cross-functional contributions (DS, Commercial, Trading& Supply)

·Sales experience (min. 3 years) in partnering with different type of customers, selling, negotiating, being advisor to their business

·Location in one of the cities of South region of Romania eg. Ploiesti, Craiovia, Pitesti - would be an advantage.

·Curious and committed to constant learning

·Advanced collaboration mindset & skills

·Strong IT literacy on all Office Programs

·Good working knowledge of English

Ability to work virtually in international environment