Inside Sales Manager Office-based Account Manager

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136693BR

Job Title:

Inside Sales Manager (Office-based Account Manager)

No. of Positions:

1

Job Description:

Make A Difference

If you are an Inside Sales Manager (Office Based Account Manager) with expertise in working in frontline/commercial sales and has proven experience in managing complex stakeholders, then this role is for you.

What's the role?

The Inside Sales Manager (Office Based Account Manager) will manage and grow the Fleet Solutions (FS) portfolio of business in Klang, PJ, Subang, Puchong, Kelantan, Terengganu, and Pahang; mainly Low Gold & Silver banding customers for Shell Fleet Cards.

The OBAM is required to build and cultivate strong business relationships/partnerships with existing and new customers with a clear understanding of the FS range of CVPs, Sales 1st behavior & processes, and comprehensive knowledge about customers’ needs in order to deliver maximum value for both Shell and the customers. Hence, the OBAM will be expected to contribute to FS growth aspirations through a significant focus on the development of new business (New-To-Shell, NTS) and increase Share-Of-Wallet (SoW) of existing customers for Fleet Cards segment. In addition, the OBAM is also required to focus & grow the Non-Fuel Revenue (NFR), Lubricants, Convenience Retailing and Mobility Solutions such as the Shell Telematics system.

Other responsibilities include:

Business Sales Processes


To deliver as agreed in GPA; 5 3 Scorecard, 5 (Margin, Volume, DSO, Other Revenue, T&E Expenses); 3 (Compliance, Collaboration, Customer Satisfactory Index).
To grow the FS business - both NTS and SoW via Sales 1st Behavior, Processes, and Culture.
To ensure have a proper Sales Plan Tracker and Action is in place at the beginning of the year and update the tracker timely.
To ensure and adhere to all the Sales 1st processes, behaviors and activities, such as Call Planning, POPSA and Pipeline Management.
To implement and maintain the Company’s standardized sales and business management processes and deliver sales and profitability plans.
To proactively work closely with Critical Business Partners (such as Credit, Customer Operations, Marketing, Legal, Finance) and other COBs (Retail, Lubes, Commercial Fuels) to ensure delivery of Enterprise 1st value.
To ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, and Shell Code of Conduct such as Anti Money Laundering, Anti Bribery & Corruption, Data Privacy, Data Secrecy, Trade Control, Safeguarding Information.


Customer Relationship Management (CRM)


To establish, develop and manage ‘win-win’ customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes


To drive the management of customer relationships by:


Delivering value propositions and account implementation plans to the maximum value to both the customers and Shell.
Driving the pursuit of new business and growth in line with the FS business strategic direction.


Monitoring and Reporting


To ensure and proactively in management of individual customer’s portfolio, such as daily volume lifting, churn management via Weekly Sales Report, Pipeline Strength.
A timely update on the OBAM Sales Plan template as well as CRM to ensure all pipelines are captured.
To work closely with Credit colleagues on credit matters and to ensure proper credit management and deliver DSO target.
To plan, monitor and achieve individual sales targets through Sales 1ST culture, behavior and processes in bringing best in class structure for Call/Journey Plan, POPSA, Key Account Plan Coaching & close all the activities timely.
Full understand & implement SPANCOP process and ensure all necessary documentation are documented in the Sales CRM tool (documents such as POPSA, Key Account Plan, Visit Report & Others) timely.
Benchmark for customers’ hunting/ farming calls is minimum 100 calls per week. Record of calls made must be updated on daily basis in the BMS report.
To maintain regular WiLO and MiLO engagement with line manager on SPANCOP measurements such as hit rate, success conversion rate, pipeline strength, Top5, Churn management, and others.


Business Development


To maintain and develop in-depth and current product and industry knowledge.
To monitor and stay aware of overall market conditions and movement, such as understanding key competitors’ strengths and weaknesses and business opportunities in order to maximize and grow FS appropriately.
To understand and keep track of changing customer needs, customer structures and the business environment.
To work closely with the Marketing team by contributing to the overall planning and development of the FS business and also providing recommendations, market intelligence, customers, competitors, and market movements.
To assist in identifying new growth opportunities in line with the FS business strategic marketing direction.


Auto req ID:

136693BR

Skillpool:

Commercial Business to Business (B2B)

Country of Work Location:

Malaysia

Employment Type:

Full Time

Company Description:

Shell is a global leader in power, energy, and gas technology and is working to meet increasing energy demand and supply challenges by delivering smarter products and cleaner energy, infrastructure, and by developing new energy sources while addressing the impact on the environment. Malaysia is one of Shell’s heartlands. The history of Royal Dutch Shell in Malaysia started more than 125 years. Today, Shell maintains a strong multi-faceted presence in the country through our longer-term investments, innovation-sharing, and impact to local communities. We helped pioneer Malaysia’s oil and gas industry and fuelled its growth. We discovered Malaysia’s first oil onshore, then took the industry offshore, and most recently into the technically-challenging depths of Deepwater. Shell’s strong retail network fuels the journeys of millions of Malaysian motorists every day. In fact, Shell is even able to offer one of the most differentiated fuel and lubricant products, some of which were pioneered right here in the country. We fuelled the ambitions of Malaysians: whether the generations of retail business partners; thousands of Shell scholars over the years; young entrepreneurs from our LiveWire programme; or Shell staff and alumni who are Malaysian luminaries today. Shell continues to be one of the top employers in Malaysia with thousands employed in our upstream, midstream and downstream businesses, as well as in our service and support functions.

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 is an Equal Opportunity Employer.

Work Location:

Kuala Lumpur - Menara Shell

Requirements:

What we need from you:


A Sales Professional with more than 8 years of working experience in frontline sales or commercial experience, especially in managing a team and accountable for P&L.
Whilst English is predominantly used in business meetings and correspondence, it will be an advantage if fluent in Chinese/Malay and local dialects.
A proven track record of beating targets is highly desired.
Previous experience in managing complex stakeholder issues and complex corporate customer accounts is highly desired.
Proven ability to conduct complex business negotiations and with experience in managing the bottom-line of a B2B business.
Knowledge and understanding of SPANCOP process, Sales 1st Behavior, and Sales CRM tool is highly preferred. Sound working knowledge of customer operations will be an added advantage.
Ability to build and maintain positive customer relationships and work in a team-orientated environment.
Ability to influence without authority, excellent communication and networking skills.
Expected personal attributes are hardworking, self-motivated, resilient and perseverance, self-disciplined, ability to multitask.


Key Sales Competencies Required:


Selling and Negotiation - Skill
Key Account Management - Knowledge
Customer Value Proposition - Knowledge
Commercial & Economic - Knowledge
Value Chain Understanding - Knowledge


City, State (if applicable):

Kuala Lumpur

Company info

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