Key Account Manager

Key Account Manager – KAM-Bearings, Gears and Wind

Purpose

Grow the B2B Lubricants business in assigned sector and geography by applying Key Account Management techniques to large customers and prospects.

Accountabilities:

Apply Key Account Management techniques to develop large direct accounts to achieve:

• Volume, Net Proceeds, C3, Credit DSO and Opex targets as per T&R plans for the year.
• Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Revenue and C3
• Working Capital Management with accurate Sales forecasting, good credit control as focus areas and deliver business plan within Days Sales Outstanding (DSO) and Overdue (OD) % targets.
• Drive the business through SPANCOP process ensuring increase in market penetration and market share.
• Ensure business / market share growth in line with the Sector strategy. Ensure rigorous implementation of Key Account Management and Sector strategy.
• Adhere to Sales 1st processes, tools and gladiatorial standards. Increase the value for existing Shell customers through cross-selling and up-selling.
• Develop new opportunities with prospective customers independently and from leads developed through Prospecting.
• Develop, update, maintain, and communicate the Key Account Plan. 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.
• Develop and maintain good working relationships with all Support Functions Marketing – Technical / Marketing / Credit / Finance /  S&OP / Finance to improve customer satisfaction.
• Align activities with Marketing, Specialties and Technical Teams. Maintain and grow good working relationship with the assigned OEMs and customers/prospects.
• Understand and report competitor activities. Adhering to Shell General Business Principles in all transactions and conduct of business with external parties.
• Demonstrating commitment to and be responsible for HSSE and the company commitment to sustainable development; inculcating safety conscious behaviour with external parties; meeting own safety targets as per the performance contract.
• Demonstrate inclusive behavior in all aspects of the company's work, provide equal treatment to people from both genders, different cultural and ethnic backgrounds and recognize and respect different ways of thinking.
• Be accountable for own development plan to continuously improve competencies.

What we need from you:

• Graduate of bachelor’s in mechanical engineering or anything related
• With relevant work experience of around 10 years in Direct Sales, Key Account Management and B2B Industrial Knowledge.
• Proficiency in English is required, while knowledge of Tamil is considered an advantage.
• This position requires 75% travel
• Gained hands on experience or Skill level in:
  • Selling and Negotiation
  • Channel Management          
• Obtained knowledge or exposure among on the following sale competencies:
  • Applying Customer Value Proposition
  • Commercial & Economic Acumen
  • Value Chain Understanding
  • Managing Customer Experience       
  • Pricing & Exposure Management
  • Contract Management         
  • Applying Technical Capability
  • Generating Insights