Key Account Manager OEM at Shell Petroleum Development Company (SPDC)

Strong role and accountability for commercial delivery of the lubricants strategy for continued success and sustainable profitable growth.

Work with Global and local stakeholders to establish clarity on growth opportunities and strengthen relationships to ensure delivery pf our growth agenda and needs; working effectively at headquarter level of all the key Original Equipment Manufacturers and leading the Office Based Account Manager on opportunities to push and support

Retain and maximize the margin of existing customers, challenger selling behavior and marketing techniques including Customer Value Propositions.

Drive growth – through the identification of new growth opportunities with existing key accounts through new segments and value options / premium delivery.

Key Accountabilities

Be responsible and proactive in HSSE issues affecting Shell staff and customers Delivery of Goal Zero, role model HSSE culture, near misses (NM) reporting and Focus on Road safety. Sales 1st Leadership and Flagship Behavior: Act as role model for Sales 1st leadership and Frontline Excellence, mindset & behavior; Demonstrate Sales 1st behavior, mindset and disciplines regularly including daily use of Sales Force and Coaching Tools. Record all customer interactions and ensure that they are accurately captured in the appropriate systems Bottom line accountability (Profitability, OPEX, Volume) delivering strong growth and target delivery; focus on - margin, growth, named customer value proposition, customer churn, invoice accuracy, touchless and Overdues. Accountable for overall profitability of accounts, control of Opex and Balance Sheet / Working Capital targets Provide regular updates to Demand Planning team to ensure accurate forecasts are in place for existing accounts. Develop, monitor and act upon Key Sales Indicators. Enforce and deliver high performance in all Sales 1st areas, maintain Flagship and actively develop the team to be a high-performance sales team, balancing gender, experience and capabilities. Manage Talent and succession to ensure the team is the best in the industry including individual and team development Ensure customer perform within agreed authority levels with credit management, pricing and debt to ensure that there is minimum risk to the Company. Manage strong interface externally with key partners, customers and prospects as well as internally with Global Key Account organization, Lubricants Supply Chain and Customer Operations.

Skills & Requirements

The ideal candidate is expected to have the following attributes:

• Authentic leadership capabilities, ability to engage with senior leaders and Stakeholders internally and externally
• A true Sales team lead expert with a proven track record to Coach, develop and successfully grow a businessHighly commercial mindset with understanding of the End-to-End Value chain and
• Lubricants Business with a track record of working in a B2B environment within a competitive OEM business culture
• Good interpersonal communication skills with strong personal ambition to grow and develop the business, succeed in the marketplace.
• Take personal commitment to grow the business and develop the Shell offer
• Authentic leader internally and externally with Customers and Partners