Field Based Account Manager- Retail Accounts Job in Sacramento 94203, California US
Responsibilities:
• Develop strategies to create new business opportunities and clients within the Northern California region.
• Maintain and develop existing customer relationships.
• Identify, qualify, negotiate and win new business, delivering volumes in line with businesses objectives and rules of winning (ROW = minimum volume thresholds).
• Strengthen SOPUS brands and increase market share in respective territory.
• Provide high level support to national accounts.
• Support local distributors in prospecting and growing their business.
• Fill pipeline with qualifying accounts, identify these accounts through cold calling, networking and business journals
• Able to competently analyze P+L statements and provide a consultative service to key growth accounts.
• Partner primarily with gold and platinum banded customers. Developing strong and mutually beneficial relationships with our distributor network. Working alongside distributor reps, assisting them with complex negotiations and provide training where necessary.
• Exceed team and individual KPIs as set by management.
• Able to demonstrate high-level understanding of lubes business.
• Plan customer calls and visits to provide the appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationships and acquiring new business relationships.
• 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.
• Plan, monitor and achieve individual sales targets (e.g. volume, margin, growth, named customer CVP, and trade debtor target).
• Develop, update, maintain, and communicate the Account Plan.
• Effectively use customer relationship management software.
• Effectively use the SPANCOP process in sales activities.
• Support and execute, as necessary, activities for Down Stream One.
• Be responsible and proactive in HSSE issues that affects the individual, the office/field environment and their customers.
• Be accountable for own development plan to continuously improve competencies.
Demonstrated ability to grow sales as measured by period-over-period increases in one or more of the following key performance indicators:
• Sales volume
• Market share
• Indirect channel efficiency
• Overall profitability
• Per unit profit
Requirements:
• Must have legal authorization to work in the US on a full-time basis for anyone other than current employer.
• Bachelor's degree in Marketing or related field.
• Minimum five (5) years experience field sales and selling brand value.
• Must live in Sacramento, California or within an easily commutable distance.
• The ability to travel up to 50% of the time throughout Northern California and Reno, Nevada is required.
• Proven success developing new business relationships and effectively closing new clients is essential for this position.
• Previous experience providing consultative sales support and marketing guidance to distributors and/or wholesalers is preferred.
• Previous experience managing all aspects of after-market automotive distribution operation preferred.
• Territory sales experience with P+L accountability responsibility across given territory preferred.
Proven ability to:
• Overseeing credit performance.
• Setting pricing strategies to maximize profitability.
• Developing and negotiating multi-year sales agreements.
• Negotiating independent dealer contract renewals.
• Managing brand messages, outlining and selling in marketing and sales strategies and monitoring performance against those initiatives.
• Knowledge of CRM/SPANCOP based tools and other internal systems.
• Demonstration of Enterprise First behaviors.
The Shell Group offers an outstanding benefits package. No phone inquiries will be accepted.
Application Deadline: Saturday 21 April 2012
Number of Vacancies: 1