Job Description

Do you have a passion for Sales and Key Account Management with a background in lubricants Then, this is your perfect opportunity to grow Shell\'s Business-to-Business (B2B) Lubricants business with Construction & Agriculture Original Equipment Manufacturers (OEMs) across India. Where you fit Lubricants play a vital role in keeping the world moving and machinery operating efficiently. As the world\'s needs for mobility, construction, and industrial production increase, so too will the demand for lubricants. Shell Global Lubricants is the world\'s #1 lubricants supplier and has been so for the past 15 years. We bring the Shell purpose of Powering Progress to life by producing the world\'s best lubricants, driven by impeccable quality, clean innovation, and a customer-first focus. We generate value for Shell as a vibrant and resilient cash engine, and our accelerated growth agenda and long-term strategy has us poised to do even more. In this role, you deliver top line growth by selling Shell Customer Value Propositions (CVPs) to the Construction & Agriculture sectors, in line with Shell\'s General Business Principles in conjunction with Marketing, Specialties and Technical, implement the Sector and Customer Strategy. What\'s the role As the Key Account Manager, you grow lubricants and services businesses. You work directly with top big prospects, customers and support cross functional team members to deliver integrated Shell CVP whilst you 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. Moreover, you monitor and maintain our Sales Productivity performance indicators, Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Revenue and C3. You are also accountable for handling 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. Further responsibilities include: Drive the business through the Suspect - Prospect - Analyse - Negotiate (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, such as Marketing, Credit, 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. Monitor and analyse date to understand brand, product and customer performance and trends across each sector Work closely with the Cluster Pricing team to implement the pricing strategy and hierarchy for each sector Work closely with the Cluster Product Lifecycle Manager to maintain the profitability and performance of the product portfolio Work closely with ICE & RTM teams to ensure alignment between direct and indirect activities/communication Understand and report competitor activities. Adhering to Shell General Business Principles in all transactions and conduct of business with external parties. Demonstrate commitment to the company\'s ambitions to sustainable development inculcating safety conscious behaviour with external parties meeting own safety targets as per the performance contract. Demonstrate inclusive behaviour 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. What we need from you We\'re keen to hear from individuals with a Bachelor\'s or Master\'s Degree in Engineering, Management, or equivalent. Beyond that, we\'d like to see the following on your CV: 5 -12 years\' experience in selling of B2B products to Agriculture & Construction OEMs. Significant Sales experience, with proven success in developing profitable business, preferably with Key Accounts and OEMs. Strong Customer focus mindset. Ability to lead from the front, problem solving and innovating on business model are important skills for the role. COMPANY DESCRIPTION Shell is a global energy company where we work towards powering progress through more and cleaner energy solutions. We use advanced technologies and take an innovative approach to help build a sustainable energy future. In India Shell has its businesses footprint in Information Technology, Projects & Technology, Finance Operations, Integrated Gas, Downstream & Upstream spread across more than 7 main locations. An innovative place to work Join us and you\'ll be adding your talent and imagination to a business with the ambition to shape the future - whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part. An inclusive place to work To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment - one where you can express your ideas, extend your skills and reach your potential We are creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we\'ll take it from there. We are striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity. We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application. A rewarding place to work As an equal opportunity employer, combining our ideas through a creative, collaborative environment and global operations - we have developed and will continue to nurture a unique workplace with an impressive range of benefits to ensure that joining Shell is an inspired and rewarding career choice for everyone.

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