KAM – Premium Acceleration Shanghai, Beijing

Job Description

Job Accountabilities

  • Exceed team and individual KSIs as set by the Sales Manager
  • Build up strategic partnership with key OEMs and KAs to obtain more business value.
  • Develop new opportunities with prospective customers independently.
  • 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.
  • Plan, monitor and achieve individual and team sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.)
  • Be responsible and proactive in HSE issue that affects the individual, the office/field environment and their customers.
  • Ensure Sales Expectations are fully met via Sales 1st behaviors. Actively implement Sales Basics (POPSA, Call repots, One Account Plans, Coaching reports, etc) up to standard.
  • Ensure all key account plans are in place, and review in a timely manner e.g. WILO and MILO
  • Be accountable for own development plan to continuously improve competencies
  • Adherence to Shell Business Principles and Anti-Trust Guidelines
  • Adherence to Standard Offer Book
  • To keep hunt new prospect and increase the SoW in existing OEMs & KAs via up-sell, cross-sell and value sell, focusing on premium growth and grease acceleration
  • Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt. Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).
  • Ensure all service providers carry out the agreed terms.
  • Ensures that all customer interaction activities are properly logged and updated in the appropriate CRM systems.
  • Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.
  • Work with other Shell teams and third parties where necessary to provide an efficient and cost effective service to the customer

What we need from you?

  • Sales/business experience in related key sectors highly preferred
  • Understand key account management in terms of customer relationship management and customer service management.
  • Strong analysis and problem solving ability.
  • Strong ability in building and maintaining long term relationship with key customers.
  • Track record in delivering results and achieving business/sales targets.
  • Self-motivated, result-oriented, able to work under pressure, and a good team player.

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