Field Based Account Manager - Commercial Road Transport (Hessen, Rheinland-Pfalz, Nordbayern & Baden-Württemberg)

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Job Description:

Are you looking for an opportunity to play a key role in helping the world’s leading Mobility provider and the world’s largest retailer achieve their business objectives? Working in Mobility gives you an opportunity to be part of the most customer-facing business in Shell, influence one of the most recognizable brands in the world, enhance employee’s commerciality and make a global impact.

Where You Fit In

Shell Mobility is the world’s largest mobility retailer with a global footprint across 80 markets, a network of 47,000 mobility locations serving 33 million customers every day and over 60,000 EV charge points. Shell Mobility’s mission is ‘Making Life’s Journeys Better’. To be the most preferred destination for customers to fuel, charge up and replenish. We win or lose by how well we serve and deliver each customer visit and transaction.

Mobility is critical to helping the company deliver more value with less emissions, continuing our ambition to be no. 1 in offering integrated Mobility solutions in mobility fuels, NFR, and e-mobility. Achieving our ambitions will necessitate us to be Focused, Faster, Future Ready when it comes to placing customers at the heart of our business, treating every interaction as a chance to bring our purpose to life to making people’s journeys better, innovating to meet our customers’ changing expectations around convenience, product quality, digitalization and service. Shell Business Mobility drives the transition in B2B mobility. Powertrains like EV (depot and on the go), bioLNG and biofuels like Shell Renewable Diesel are already in place. This evolution significantly influences how we provide mobility solutions both today and in the future to our customers and partners. Become part of a thriving business!

We are a dynamic team with various marketing and sales backgrounds, each being responsible for parts of our holistic mobility offer. We embrace a culture of continuous learning (“Learner Mindset”) while collaboration in an international organization is at the heart of our success. We operate cohesively, fostering a “one team” mentality for shared accomplishments.

The Role

You are responsible for the Shell Business Mobility Commercial Road Transport (CRT) Accounts in your designated area in South Germany and sell the full portfolio of products, as there are today Diesel, bioLNG, Shell Renewable Diesel, E-Mobility Solutions like out-of-home charging for B2B Electric Vehicle (EV) fleets, E-Depot for Vans, Trucks and Busses including the Shell Card for EV and Home/Office chargers and exploring partnerships in line with the needs of your CRT customers. Furthermore services, like toll solutions.

The role includes all sales related and account management activities e.g. sales of services like telematics, EV 360 solutions as well as driving and following up dunning and admin escalation.

You will be of rapidly evolving business. CRT Field Based Account Manager reports into the Business Mobility Sales Team Lead for the Southern Germany region. It is a role that requires exceptional skill and focus on customer portfolio/relationship management while leveraging opportunities with B2B customers in your market. This is a role for someone with passion (FARMING and HUNTING) for customers and sales first, someone who wants to help his/her CRT customers to navigate through the energy transition.

The CRT Field Based Account Manager is expected to maintain and grow value for Shell, through growth & retention of existing business and through the acquisition of new business.

Success in this role is measured by delivery against multiple annual sales targets, and growth is expected to be delivered through:

• Ownership and management of a significant opportunity pipeline, tracked and delivered through Salesforce.
• Identification and mitigation of churn risk in the existing portfolio of customers.
• Understanding customers’ immediate and long-term needs, business models, value drivers, challenges and opportunities, to tailor offers and services to add value to their business and – in particular for the customers in this portfolio – building longer-term partnerships.
• Conducting value-led negotiations through in-depth understanding of our Customer Value Propositions (CVPs) and financial dimensions, leveraging the value of working with Shell at large scale.
• Building and maintaining a clear stakeholder map for each customer, and ensuring the relationship with Shell extends beyond one person from Shell and one person from the customer.
• Consistently applying and role modelling ‘Sales 1st’ standards especially in utilizing best-in-class structure for CRM utilization, call/journey planning, calendar management and account planning.
• Building and utilizing knowledge of market development and competitors offers, strengths and weaknesses, to create growth opportunities.
• Collaborating with stakeholders internally to ensure best in class customer service and to create basis for generating total customer value by exploring opportunities for other line of businesses as well.
• Complying with HSSE Life Saving Rules and acting in a responsible and proactive way in handling HSSE matters.

What We Need from You

• Proven relationship management skills, having the ability to manage relationships at all levels – both with customers and with colleagues.
• Clear commercial acumen – understanding the value to Shell and to the customer, and prioritizing activities accordingly.
• Relevant sales experience – preferably in managing Commercial Road Transport / Fleet accounts – and proven success winning profitable business.
• A performance-driven, ‘can do’ mindset, with a solution-orientated approach to challenges and a desire to succeed.
• The ability to manage competing priorities effectively, retaining focus on those items which will deliver value for Shell according to annual targets set.
• Strong knowledge of current and future CVP’s (permanently learner mindset), supply chain and E2E value understanding.
• A customer-centric approach - the ability to listen and deliver effectively.
• Entrepreneurial “self-starter” mindset.
• Passion for sales, customers and closing deals.
• Experience in prospecting/cold-call sales, value selling, negotiation of high value contracts.
• A valid driver’s license
• Fluency in German and English.
• Permanent residence in Hessen, Rheinland-Pfalz, Nordbayern or Baden-Württemberg to effectively cover the assigned territory.

This role is fully remote and home-office based in the region, with frequent and travel accounting for approximately 60% of working time.

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