Key Account Manager

, India

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

February 17, 2025

Business unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

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

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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.

DISCLAIMER:

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Shell/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.