Purpose:
- Customer facing role in the European GC Customer Operations Team, predominantly working with our B2C and B2B customers.
- To maintain and qualify direct accounts in conjunction with the direct Sales manager, Sales Territory Managers, Shell Technical, Sales & Marketing team and to be held accountable for successful onboarding and handover of the customer portfolio outlined by direct strategy.
- Maximise conversion and/or share of wallet of new/existing contracts
- Help develop and enhance an “unmanned customer management”, increase use of market-hub and all other digital means
- Utilize Global CVPs and Sales 1st techniques to achieve financial targets Sales & Marketing and OTC Key Performance Indicators (KPIs)
Accountabilities:
Achieve and monitor sales commitments of existing B2C & B2B customers and be accountable for personal performance:
a. Financial performance indicators: C3
b. Sales Productivity performance indicators: Details will be given
- Manage Customer relations via outbound and inbound calls in Customer Operations excluding contractual terms and discussion on pricing
Customer Profiling:
- 360° customer data analyses (CRM, SF, R3 …) to create profile
- Analyse MAC & CRM Input to create market and overall customer insight reports (potentials, noise in the market etc.)
- Regular sharing of customer insight with business partners
Customer Relationship Management
- Create a bridge for smoother customer experience through sales-co-lsc process.
- Proactively look for opportunities to support customer facing activities of sales team
- Support development of Call Plan with sales, Support sales team and direct customers for E2E sales process (from order taking to invoice), reinforce and improve high level of customer experience.
- Proactive customer management based on 360° profiling output
- Market Activation Campaign
- Customer churn campaign to identify blocker for volume churn
- Customer activation campaign after new deals with contract holder or tailored promotions
- Tailored Sales & Marketing outbound campaigns to increase penetration of Products & Services
- Implement and maintain the Company standardized sales and business management processes in line with direct sales strategy
- Practice LAT behaviors, HSSE policies, and Shell Business Principles. Operate within the Manual of Authority and the Standard Offer Book
- Effectively use Sales 1st, Price Management, S&OP and Customer Promise processes and tools, to provide the required level of service to both customers and support functions.
- Proactively read the customer / market and implement effective business activities from sound understanding of customer needs and developments in the market. Implement responses to competitor actions and market changes.
- Monitor key competitors in the sector and understand their strengths and weaknesses in order to maximize sales opportunities.
- 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.
Dimension:
150 to 900 sold to ship to combinations.
Skills and Requirements:
- Min. 1 years of experience in customer operations or sales with direct accounts OR relevant studies or experience
- Fluent in English (writing and/or conversation) any other European language is nice to have
- Language skills (B2) German
- Understand account management in terms of customer relationship management and customer service management (as opposed to just selling)
- Strong analysis and problem solving ability
- Drive, self-motivated, high on achievement; result-oriented, able to work under pressure
- Demonstrated ability to identify and improve service offerings in line with customers operations and processes
- Ability to build and maintain positive customer relationships and work in a team-orientated environment
- Demonstrates a good knowledge of HSSE standards and practices
- Good knowledge of MS Office
Additional Information:
- Good understanding of Market knowledge, Industrial trends, GC structure and stakeholders to maximize cross-functional contributions (DS, Commercial, Supply & Distribution, Trading)
- Operate within agreed strategy and guidelines, use agreed processes and tools.
- Be a dynamic team player willing to pursue an aggressive sales plan in a competitive environment