B2B Sales Executive - FWS - JOSLOC

JOB PURPOSE :



• To develop existing customer relationship and to identify and win new business using Face to Face selling and negotiating skills to grow the business by increasing volume and margin in line with group negotiated agreements.

• To develop and manage long-term customer relationships with Customers at senior level within these organizations and to co-ordinate the activities of all other Customer Service Management & Customer Relationship Management service providers supporting these accounts to achieve the overall sales targets and ensure that customer satisfaction and strategic alliance are achieved.



. MAIN ACCOUNTABILITIES



Policies, Processes and Procedures

• Applies approved section policies, processes, and procedures and monitors adherence so that work is carried out in a controlled manner

Day- to-day operations

• Applies the day-to-day operations assigned for the Direct Sales B2B Lubricants to ensure compliance with the established standards and procedures

Job Specific

Business Sales Processes:

• Fill pipeline with qualifying accounts, identify these accounts through, marketing leads, cold calling, networking and business journals.

Customer Relationship Management (CRM):

• Establish, develop and manage "win-win" customer relationships.

• Able to demonstrate high-level understanding of lubes business

• Increase the value for existing Shell customers through cross, range and up selling.

• 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.

• Develop, update, maintain, and communicate the Account Plan.

• Monitoring and Reporting:

• Monitor credit receivables to ensure they stay within agreed targets for all nominated customers.

• Plan, monitor and achieve individual sales targets in line with quarterly reviews. Customer facing time should be inclusive of CRM and new business prospecting in line with the strategic direction.

• Implement the KAP of your responsibility in line with the Lubes global strategy by working with the key stakeholders.

• Implement the SPANCOP process to generate prospect lists that can be viewed and monitored. Utilize the SPANCOP process to show evidence of targeting new accounts. Convert to new business and measure success of conversion rate.

Business Development:

• Maintain in-depth and current product and industry knowledge.

• Monitor key competitors in the sector and understand their strengths and weaknesses in order to maximise sales opportunities.

• Understand and keep track of changing customer needs, customer structures and the business environment. Using specific knowledge of the customers operations and processes, develop proposals that provide significant process improvements or cost savings to the customer and profitable and sustainable business to Shell.

• Contribute to the overall planning and development of the commercial business by providing recommendations and market intelligence on business, customer, competitor and market issues to the marketing team.

• Assist in identifying new growth opportunities in line with the Lubes strategic marketing direction.

• Where applicable, leverage marketing sponsorships to network with key sector players.

• Ensure compliance with the Anti-Competitor laws and other relevant legislation at all times.

• Contribute to the development of effective teams by building and maintaining positive working relationships and demonstrating Enterprise First, Sales First (call planning, use of calendar, call reporting, POPSA..) and LAT behaviours.

• Contribute to effective team communication in all areas of interest (ie. weekly team reviews, market intelligence information etc.).

Job Details

Date Posted:	2014-01-12
Job Location:	Riyadh, Saudi Arabia
Job Role:	Sales
Company Industry:	Lubricants/Greases Blending

Preferred Candidate

Career Level:	Mid Career
Gender:	Male
Degree:	Bachelor's degree / higher diploma

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Date Posted: January 12, 2014 at 10:26AM

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B2B Sales Executive - FWS - JOSLOC