Field Based Account Manager - Minnesota

Location: Albert Le, Minnesota, United States Shell's lubricants business, SOPUS Products, in the United States represents a significant portion of the Shell Group global lubricants business and ranks as a leader in the U.S. lubricants industry, which includes fast lubes, automotive/consumer products, and transport and industrial offerings to consumer and business customers. In addition to owning and operating ten blending and packaging facilities across the U.S., the Shell lubricants portfolio of well-known brands includes Pennzoil, Quaker State, Rotella T, Black Magic, Slick 50, Rain-X and Fix-A-Flat.
 
Shell subsidiary Jiffy Lube International began in 1979 as an association of seven service centers. It was the first drive-through quick oil-change outlet. Today, there are more than 2,100 service centers in the United States and Canada servicing more than 29 million cars a year.
 
SOPUS Products is currently seeking a Field Based Account Manager for its Minnesota market.

Responsibilities:
In this position, you will be responsible for maintaining and developing existing customer relationships and identifying and winning 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.
 
Key Accountabilities Include:
- Managing sales relationship mainly with gold-banded customers
- Exceeding team and individual KPIs as set by the Sales Manager
- Planning customer calls and visiting to provide the appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationships
- Increasing the value for existing Shell customers through cross, range and up selling
- Developing new opportunities with prospective customers independently and from leads developed through Tele-Prospecting
- Understanding the activity, business and needs of customers, providing sound information and advice on products and services, and to sell and negotiate win-win solutions with customers
-Planning, monitoring and achieving individual and team sales targets (e.g. margin, growth, named customer CVP, and trade debtor target)
- Developing, updating, maintaining, and communicating the Account Plan
- Being responsible and proactive in HSSE and Diversity/Inclusiveness issues that affect the individual, the office/field environment and their customers
- Being accountable for own development plan to continuously improve competencies
- Defining and regularly reviewing of relevant customer relationships, behavioral and differentiated services banding and their sales & marketing plan for new and existing customers
- Reviewing & planning customer business, products, service packages, contracts, prices, credit terms, credit limits and debt
- Carrying out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services)
- Ensuring all service providers carry out the agreed terms
- Ensuring that all customer interaction activities are properly logged and updated in the appropriate CRM systems (e.g. Vantive)
- Proposing and selling marketing initiatives to new and existing customers against set targets as defined with marketing team
- Working with other Shell teams and third parties (e.g. KAM, OBAM, Supply Chain, Distributors, Credit, etc.) where necessary to provide an efficient and cost effective service to the customer
- Contributing to a knowledge sharing and learning culture within Sales to develop Sales
and Marketing expertise

Requirements:
To be considered for this position, you must possess a Bachelor?s Degree and have approximately 3- 5 years field sales experience.

Additional Requirements:
- Ability to demonstrate the required competencies at a recruitment/assessment center
- Excellent working knowledge of the customer?s operation and financials and awareness of specialist sources of information
- Excellent working knowledge of CRM tools
- Basic understanding of SAP/ERP systems desirable
- Excellent written and verbal communication skills
- Strong negotiation and influencing skills

Computer literate in Windows packages, Microsoft Office, Internet
In addition to the tasks outlined in this job description, you may be assigned other responsibilities as needed. The Shell Group of companies offers an outstanding benefits package. In order to be considered for this position, you must complete an online candidate profile. No phone inquiries will be accepted.
 
Shell Companies in the U.S. are equal opportunity employers.

Application Deadline: Wednesday, October 04, 2006