Fleet Solution Account Manager

6 days ago

Bangkok, Bangkok, Thailand The Shell Company of Thailand Limited Full time

Purpose:

  • Commercial Performance Management: Own the indirect and strategic sales account portfolio, driving revenue growth, margin enhancement, and customer lifetime value through data-driven portfolio segmentation and performance analytics.
  • Channel Strategy & Growth Leadership: Develop and implement a multi-year roadmap for indirect channel expansion, aligned with Shell's global fleet transformation agenda and local market dynamics.
  • Market Intelligence & Innovation: Monitor competitive dynamics, regulatory shifts, and emerging technologies to inform strategic decisions and identify new business opportunities.
  • Experience adhering to sales excellence framework processes (i.e. Challenger Sales) and role modeling Sales 1st behaviors.
  • Expected to coach and inspire other members of the team and wider stakeholders.
  • Build close working relationships with local and global SFS teams, Customer Operations and functions to ensure the delivery of excellent customer care and service.
  • Actively manage and nurture customer relationships to ensure satisfaction and loyalty, while also identifying opportunities for upselling and cross-selling within the fleet solutions portfolio.
  • Drive revenue growth by consistently achieving sales targets and contributing to the overall success of the fleet solutions business unit.

Accountabilities:

  • Oversee the designated portfolio, focusing on the home-base segment by formulating a growth strategy, creating plans, and executing them to achieve both individual and team sales targets, including C4+ margin, volume growth, DSO, and other credit KPIs
  • Consistently adhere to Sales 1st Standards, prioritizing pipeline management, streamlining call planning, and enhancing account management through the utilization of Salesforce tools to boost sales productivity and efficiency.
  • Drive aggressive value growth by comprehensively understanding value creation and financial aspects, including value drivers, P&L impact, cash flow dynamics, and business deal implications, tailoring offerings to meet customer needs.
  • Assist in crafting innovative and intricate Customer Value Propositions (CVPs) to transition from a supplier to a strategic partner, emphasizing value-driven interactions.
  • Stay informed about market trends, competitors' strengths, and weaknesses to identify growth opportunities.
  • Enhance value for existing customers and Shell through effective value, cross-selling, and upselling techniques.
  • Prioritize the acquisition of new business, particularly targeting silver and bronze customers in alignment with Fleet Solutions customer strategy.
  • Analyze and strategize customer business dynamics, product portfolios, service packages, contracts, pricing, credit terms, and debt management.
  • Adhere to HSSE Live Saving Rules and Goal Zero principles, demonstrating proactive responsibility in handling HSSE matters.

Requirements:

  • Relevant bachelor's degree/Masters are an advantage.
  • Relevant sales experience or minimum 8 years' experience in sales environment.
  • Good working knowledge of the customer operations, financials and knowledge of specialist sources of information in knowledge of Salesforce tools.
  • 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.

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