Account Manager Indirect Channel

*The Role
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• What's the role
• As an Indirect Account Manager, you will deliver growth in both volume and margin through existing B2B commercial fuel resellers and develop new resellers. You will drive engagement and deliver profitable growth through resellers by developing corporate relationships and mindshare. You also have the responsibility in the engagement and coordination with other Shell stakeholders to leverage growth. Aside from that, you will also manage and control to lower credit risk with the resellers.

More specific responsibilities include:
• Implement and maintain the Company standardized sales and business management processes to deliver sales and profitability plans for each account.
• Close collaboration with critical internal business partners and stakeholders to resolve arising client's issues and handle conflict management.
• Devise appropriate plans to coach and provide learning opportunity to support reseller's sales team so as to create positive growth in sales.
• Establish, develop and manage win-win customer relationships by building and maintaining relationships with resellers at appropriate levels with measured outcomes.
• Drive customer relationship management by participating in customer site visits and tender negotiations as appropriate.
• Delivering value propositions and account implementation plans to add maximum value to both the customer and Shell.
• Pursuit of new businesses and sales growth in line with the Commercial Fuels business strategic direction.
• Work closely with credit colleagues on the credit matter and to ensure achievement of DSO target.
• Understand & implement SPANCOP process and all necessary documentation should be documented in the SalesForce tool (documents such as POPSA, Key Account Plan, Visit Report & Others).
• Review fortnightly on SPANCOP measurement with STL, such as hit rate, success conversion rate, pipeline strength and others.
• Strong competitor market analysis, market intelligence and customer centric. Good grasp of market evolving changes, changing customer needs, structures and business environment.
• Provide overall planning and development of the Commercial Fuels business by providing recommendations and market intelligence on business, customer, competitor and market issues to the marketing team.
• What we need from you
• We're keen to speak from individuals with degree in Engineering, Business or equivalent with 3 to 5 years of sales and business development experience preferably B2B.

Beyond that we hope you possess the following skills and experience:
• Knowledge of using CRM tools, SPANCOP process, Sales 1st Behaviour,Salesforce etc.
• Strong customer relationships building skills and good team player
• Ability to lead complex sales engagements where appropriate and to manage major/strategic accounts
• Demonstrated successful track record in Sales and Account Management;
• Experience in complex sales including engaging early in the customer buying cycle at senior levels, building long-term strategic and executive relationships, and opportunity planning.
• Strong commercial awareness, excellent client facing and interpersonal skills
• Must be comfortable traveling to customers sites within Thailand - 20% to 30%
• COMPANY DESCRIPTION
• 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.
• An inclusive place to work
• To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we're nurturing an inclusive environment - one where you can express your ideas, extend your skills and reach your potential.
We're closing the gender gap - whether that's through action on equal pay or by enabling more women to reach senior roles in engineering and technology.
• We're striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.
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• 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.
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