Key Account Manager - Automotive

, Türkiye

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

October 10, 2024

Business unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

The role will be responsible from selected brands at automotive sector and Fast fit business together with strategic automotive OEM’s in Turkiye. Main objective is to manage OEM and FWS network (franchise workshop) collaboratively to maximize volume and value.

The Key Account Manager's main role is to own those brands’ commercial strategy to grow the existing key accounts and hunt for new businesses. The Key account manager is the main driver to grow Shell's market share in automotive sector locally.

The role of the Key Account Manager will be:

To build the prospection pipeline and the commercial offer for identified sub segments in order to ensure a sustainable growth locally.

Be accountable for generating a defined growth target per sector per year.

Negotiate and coordinate the offers per sector of activities and implement the deals locally.

Coordinate the implementation actions and growth projects with the extended team: regional key team, global key account team, marketing, technical, supply chain, Legal & Finance.

Close collaboration with global key account team thru regular calls to build strategy and to prepare way forward actions.

Collaborate with the extended team to define a clear sector strategy and drive the business forward by ensuring strong key account plans.

Brainstorming on innovative CVPs.

To be a role model for peers in terms of sales competencies and sales 1st behaviors.

Develop and coach peers for successful implementation and growth objectives at fast fit business.

Demonstrate a customer centricity & Enterprise 1st approach: CRM KPIs -cash management - collaborate and share information between distribution channels.

Deliver a personal Goal Zero and promote the values of SHELL (ethics & compliance etc.)

KAM role: 70% prospection - 30% implementation/ coordination/Farming The position is part of the Direct Sales organization and will report directly to the local Business Manager direct. The successful candidate will be the key sector lead accountable to grow and develop SHELL's footprint locally

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KPIs:

Sales force / Opportunity pipeline: sufficient and realistic pipeline enough to grow business as expected considering hit rate.

Objective Vol/Margin / Premium: Focus on c5 and c10 including NIAT with real FX terms Acting as sector manager on country basis on top of his/her portfolio.

HSSE

Travel: Expected around 50% travel We encourage employees to share if they have specific flexible working requirements. Flexibility will mean different things to different people, and we are interested to know what might be needed to help you succeed and be at your best. We will endeavor to accommodate those requirements with consideration both for what is required in the role and taking the lead from a local country policy perspective.

Skill sets & Background

• Good at C level relationship
• Mastery level at Challenger approach
• Mastery level at Value selling and at creating CVP
• Demonstrates ability to do an account strategy
• Good engagement skills: internal & external
• Expert in negotiation and customer relationship
• Good project Management: Analytical and structured
• Have strong drive and ability to ability to work in an autonomous manner
• Has 10+ years’ experience in sales, marketing and/or lubricants technical department
• Proficient in English
• Creativity: ability to think out of the box and use/develop the digital tools as required

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.