Ahmedabad
5 years ago
JOB ID:31686
Job Type
Full Time
Functional Area
Accounting/Finance/Tax/CS/Audit
Industry
Oil/Gas/Power/Energy
Education
Not Specified
Experience Required
5 - 7 Yrs
Key Skills Required
Accounting
Other Skills Required
Job Description
JOB PURPOSE:
The FBAM will be expected to contribute to our growth aspirations through significant focus on development of new customers (bronze, silver, gold and platinum accounts) through face to face selling and strong negotiating skills, to deliver agreed margins and volumes. For acquisition of bronze customers, the FBAM will coach and lead the Direct Sales Agents. As Fleet Solution is positioning ourselves in mobility solution, FBAM needs to be able to identify customer needs in the mobility ranges. FBAM needs to manage, develop and grow a selective portfolio of high-value customers. The FBAM will cultivate partnership-based relationships with customers based on a clear understanding of Commercial Fleet range of CVPs, and knowledge of customer needs in order to deliver maximum value for both Shell and the customer.PRINCIPAL ACCOUNTABILITIES:
- Focus on acquisition of new business (bronze, silver, gold and platinum) in line with CF customer strategy. Average
JOB PURPOSE:
The FBAM will be expected to contribute to our growth aspirations through significant focus on development of new customers (bronze, silver, gold and platinum accounts) through face to face selling and strong negotiating skills, to deliver agreed margins and volumes. For acquisition of bronze customers, the FBAM will coach and lead the Direct Sales Agents. As Fleet Solution is positioning ourselves in mobility solution, FBAM needs to be able to identify customer needs in the mobility ranges. FBAM needs to manage, develop and grow a selective portfolio of high-value customers. The FBAM will cultivate partnership-based relationships with customers based on a clear understanding of Commercial Fleet range of CVPs, and knowledge of customer needs in order to deliver maximum value for both Shell and the customer.PRINCIPAL ACCOUNTABILITIES:
- Focus on acquisition of new business (bronze, silver, gold and platinum) in line with CF customer strategy. Average time spent on prospecting is anticipated to be 50-70%.
- Understand customers’ immediate/long term needs, business models, value drivers, challenges and opportunities to tailor offers and services to capture their businesses in mobility space.
- Plan, monitor and achieve individual and team sales targets (i.e., C4+ margin, volume growth, etc.)
- Consistently apply Sales 1st Standards especially in bringing best in class structure for call/journey plan, calendar management, account plan and use of CRM tools to maximize customer facing time (8-12 visits per week)
- Manage more aggressively value growth, with a deep understanding of value generation and financial dimensions (value drivers, P&L impact of integrated offers, cash impact of business deals).
- 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.
- Gain knowledge of market development, competitors’ offers strengths and weaknesses to create growth opportunities.
- Carry out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).
Identify and implement Continuous Improvement (CI) solutions at Shell and at our customers’ premises.
Comply with HSSE Live Saving Rules, Goal Zero and act in a responsible and proactive way in handling HSSE matters.Dimensions :
DIMENSIONS for FS India Business by 2027
Volume-2 Bln Lts
C5 - $ 45 Mln
# Sites - 1193Skills & Requirements :
JOB KNOWLEDGE, SKILLS & EXPERIENCE:
- Relevant Bachelor Degree/Masters is an advantage.
- Relevant sales experience or minimum 5-7 year experience in a B2B sales environment is an advantage.
- Strong commercial sense.
- Willingness to do extra mile
- Good working knowledge of the customer operation and financials
- 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.
Additional Information:
- Field Account Managers will report to Sales Team Lead.
• Secure our future value and competitive position in a challenging environment.
• Collaborate virtually with relevant partners who are typically off-shore.
• Sustainable delivery of our promises day in day out.
• Ability to influence without authority.
• Delivery through other functions of the business and/or through self-help functions for the customer (allowing the Account Managers to have their focus on sales).
• Lead, coach and develop the Direct Sales Agents team to acquire and undertake account management of bronze customers
• Where necessary, invest in customer education about new products: fuel card (for the segment currently using cash) and mobility services
• Manage the risk of Credit
• Pro-active role in Lead generation and Prospecting, in the absence of central lead generation agencies.
• Managing customer relationship during the phase of migration from current platform to the new B2B platform.
ADDITIONAL COMMENTS:This is a P&L role with exciting development opportunities to establish a new business in a growing market for fuel cards and home base opportunities. The position presents a unique opportunity for outstanding candidates to access the retail business and further develop their career within Retail and beyond.Country of Work Location(s) :India
Work Location(s) :Bangalore,Chennai,Ahmedabad,Pune
Business Unit :Downstream
Line of Business :DR - Retail. See Less
Shell is an international energy company with expertise in the exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals. We use advanced technologies and take an innovative approach to help build a sustainable energy future. We invest in power, including from renewable sources such as wind and solar. We also invest in electric vehicle charging and low-carbon fuels for transport, such as advanced biofuels and hydrogen.
Our operations are divided into our businesses: Integrated Gas and Upstream, and Downstream, Renewables and Energy Solutions. Our Projects & Technology organisation manages the delivery of Shell’s major projects and drives our research and innovation.
Our purpose
Shell’s purpose is to power progress together by providing more and cleaner energy solutions. We believe that rising standards of living for a growing global population are likely to continue to drive demand for energy, including o
... See MoreShell is an international energy company with expertise in the exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals. We use advanced technologies and take an innovative approach to help build a sustainable energy future. We invest in power, including from renewable sources such as wind and solar. We also invest in electric vehicle charging and low-carbon fuels for transport, such as advanced biofuels and hydrogen.
Our operations are divided into our businesses: Integrated Gas and Upstream, and Downstream, Renewables and Energy Solutions. Our Projects & Technology organisation manages the delivery of Shell’s major projects and drives our research and innovation.
Our purpose
Shell’s purpose is to power progress together by providing more and cleaner energy solutions. We believe that rising standards of living for a growing global population are likely to continue to drive demand for energy, including oil and gas, for years to come. At the same time, the need to tackle climate change means there is a global transition under way to a low-carbon energy system.
Our people
Our people are essential to the successful delivery of the Shell strategy and to sustaining business performance over the long term. Performing competitively in the evolving energy landscape requires competent and empowered people working safely together across Shell. We believe that diverse teams led by inclusive leaders deliver better safety and business performance.
See Less
