Technical Key Account Manager

Profile

137800BR

Job Title:

Technical Key Account Manager

No. of Positions:

10

Job Description:

Where you fit in?

The Technical Key Account Manager will report to the Sales Integration Lead and is part of a team support integration of ACT products into Shell sector organization to enable resilient sector growth and contribute to the growth acceleration journey of the B2B Direct Organization. This role is on a remote work set-up across the US.

What’s the role?

The Technical Key Account Manager- Integration is responsible for Develop and manage long-term, customer relationships at all levels in the organization, including senior management level, with key B2B Industrial customers, including current ACT customers and prospects. This role will focus on supporting and hunting key customers in the focus Sectors of Primary Metals, Power, Compressor Fluid, Marine and General Manufacturing - selling Shell and ACT lubricants, coolants, greases, and services to customers in the USA with a heavy focus on the customer and prospect base in key growth areas. Develop and deliver the joint ACT-Shell CVP to key customers to drive top-line growth. Coordinate and lead Shell's execution with internal and key external stakeholders to form strategic partnerships and build strong customer relationships.

Additional Accountabilities:


The TKAM role will be heavily focused on retention of existing ACT customer base, hunting new cross-sell business for ACT products in the focus sectors; as such, maintaining, closing and delivering new business must be a proven strength.
Champion growth of the ACT product line and Premium products & services via B2B direct sector growth strategies in focus sectors (Primary Metals, Power, Compressor, Marine, and GenMan), at key accounts as well as large strategic regional accounts
Provide technical support for ACT Products to customers and sales staff including problem solving, troubleshooting and application advice for 80% of all front-line technical issues. This may be pro-active in line with Sales/Marketing effort and business objectives or reactive to customer complaints/claims or used oil analysis. Provide basic failure diagnosis for lubrication related failure (e.g. bearing or gear) where lubricants quality or practices are in question, for ACT Products
Correctly specify appropriate ACT products to be used for specific applications (machinery and equipment), including the specification of equivalent ACT product to replace a competitor’s product, for all lubricants products. Immediate recommendations should be possible for more than 75% of applications, and with use of reference materials and networks, etc. should be possible for 95% of all cases· Prepare customer plant/equipment audits, lubrication surveys, product rationalization audits and conduct field trials, as necessary to support the overall business strategy
Work closely with local sales and global accounts that have the ‘ownership’ of the customers, to provide appropriate technical support to maintain and gain ACT business in line with business strategy. Carry out joint and solo visits (with knowledge of sales force) to new and existing customers providing technical proposals/assistance to generate sales opportunities, with both existing and new products
Develop, update and implement the Account Plan covering Products, Services, Contracts, Prices, Credit Terms, Credit Limits and Debt for key ACT customers and prospects.
Work with Global Key Account Managers, Sales Team Leaders, Marketing team, Sales operations, and Technical team to execute account plan and strategy.
Collaborate with Local Shell sales teams (KAMs/FBAMs/BDMs) to meet development goals and exceed individual and team targets, utilizing 5 3 goal setting and performance management framework
Lead Quarterly Business Reviews with top ACT customers to demonstrate & extract value for Shell.
Actively prospect for new Lubricants business in the ACT portfolio scope, demonstrating sales leadership around the Sales 1st disciplines to include the use of Salesforce as the platform for managing a strong opportunity pipeline and ongoing sales calls and account management.
Sales Productivity performance indicators include Key Account Plans (updated annually), call reporting, pipeline management, target delivered, quality offers made, first face to face meetings, hit rate, and cycle time.
Plan, monitor and achieve individual sales targets and contribute to overall team performance.
Financial performance indicators include volume, margin, premium margin, and past dues.
Provide regular updates to the S&OP team to ensure accurate forecasts are in place for both existing and new ACT business.
Work closely with Technical and Marketing teams to identify both Cross Sell and Up Sell opportunities for ACT products.
Be responsible and proactive in HSSE issues affecting Shell staff and customers.
Accountable for driving own individual development to continuously improve competencies


Key Challenges & Complexity:


Our strategy includes a strong mix of commercial offer and technical support. Coordination of all resources is key to success: technical support team resources, Lube Service Experts, ongoing marketing support and strategy including products and services portfolio and offering and leadership support. The successful candidate will quickly establish internal relationships with Technical Advisors, Field Based Account Managers, & Sales Support Team (i.e. Contracts, Credit, Collections) to develop & maximize opportunities. The successful candidate must be able to prioritize their time and efforts in a large geography, and actively work to shorten a traditionally long sales cycle time in Industry.
Role will require an increased focus on hunting for new cross-sell ACT business, while growing & maintaining existing ACT accounts.• This role will also help to support and refine our overall sector strategy and execution in the marketplace.
The TKAM will lead and quarterback negotiations with customers, preparing proposals and pulling together all operational requirements (including: price, contract, payment terms and services). The role requires financial acumen and adherence to guiderails and approval requirements for offers.
Ensure all service providers carry out the agreed terms.
Ensures that all customer interaction activities are properly logged and updated in SalesForce.
Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.
Work with all Shell teams and third parties (e.g. FBAM, SAM, SM, Distributors, etc.) where necessary to provide an efficient and cost effective service to the customer.


Auto req ID:

137800BR

Skillpool:

Commercial Business to Business (B2B)

Country of Work Location:

United States

Employment Type:

Full Time

Company Description:

Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the world’s growing need for more and cleaner energy solutions in ways that are economically, environmentally and socially responsible. We have expertise in exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals.

As a global energy company operating in a challenging world, we set high standards of performance and ethical behaviors. We are judged by how we act and how we live up to our core values of honesty, integrity and respect for people. Our Business Principles are based on these. They promote trust, openness, teamwork and professionalism, as well as pride in what we do and how we conduct business.

Building on our core values, we aspire to sustain a diverse and inclusive culture where everyone feels respected and valued, from our employees to our customers and partners. A diverse workforce and an inclusive work environment are vital to our success, leading to greater innovation and better energy solutions.

An innovative place to work

There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you’ll add your talent and imagination to a business with the power 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.

A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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 Royal Dutch/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 participates in E-Verify.

All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information or other protected status under federal, state or local laws.

Shell is an Equal Opportunity Employer - Minorities/Females/Veterans/Disability.

Work Location:

SOP US - Home Office Site

Requirements:

What we need from you -


Must have legal authorization to work in the US on a full-time basis for anyone other than current employer.
Bachelor's degree in a technical discipline preferred
Minimum three (3) years in sales experience dealing with complex, multi-site corporate accounts, with at least two (2) experience in a technical environment
Proven track record of delivery in a B2B sales environment at key account level or marketing, in customer facing role
Current experience and relationships with ACT and primary focus sector’s companies
Commercial instinct and strong customer orientation.
Excellent interpersonal skills; including experience of and ability to build and manage high-level relationships within large global, complex accounts.
Solid working knowledge of technical applications, CVP’s and troubleshooting capabilities for ACT portfolio and applications.
Ability to manage interfaces and relationships within a B2B environment both internally and externally
Experience negotiating complex contracts and supply agreements
Demonstrates account leadership and the ability to achieve results through others
Good working knowledge of the customer’s operation and financials.
Self-starter and problem solver


City, State (if applicable):

United States

Company info

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