B2B Key Account Manager - 大客户经理 China

Shell China aspires to be the leading international energy company meeting the energy requirements and contributing to the economic prosperity of China and our customers in an environmentally and socially responsible manner. Currently, we are one of the largest multi-national companies in China. In addition, we are the top international oil company of lubricants manufacturer and marketer, LNG supplier, coal gasification technologies and bitumen supplier in China.

Shell products, services and our commitment to sustainable development are well regarded in China. We received a number of external awards in 2009, including awards for our high-quality products, good management and our social contribution, such as: Asia 200 – Multinational Award (Asia Wall Street Journal), Greener China Business Award (Business Week), Company of Best HR Management in China, Top 10 Environmentally Responsible Companies China Award and China Green Benchmark Company.

本着对 环境和社会负责任的态度，壳牌中国渴望成为领先的国际能源公司，满足中国和客户的能源需求，并促进中国的经济繁荣。目前，我们是中国最大的跨国企业之一。 此外，在中国我们还是顶级的国际石油公司、润滑油生产商和销售商、液化天然气供应商、煤的气化技术提供商和沥青供应商。

Responsibilities:

• Develop and manage long-term customer relationships with Key Commercial, customers at senior level within these organizations.
• Co-ordinate the activities of all other Customer Service Management & Customer Relationship Management service.
• Provides supporting these accounts to achieve the overall sales targets.
• Ensure that customer satisfaction strategic alliance are achieved.
• Implement Shell business strategy through key account management.

Requirements:

• Understand and keep track of changing customer needs and business environments to ensure the most appropriate service providers are assigned to fulfill the customer’ needs.
• Develop strategic alliance with key account customer.
• Develop, update and implement the Account Plan covering products, services packages, contracts, prices, credit terms and credit limits for key customers and prospects with marketing team, and communicate the Account Plan to all service providers serving the key accounts.
• Plan, monitor and achieve individual and team sales targets and be accountable for the overall customer group performance. (e.g. sales volume, margin, growth, sophisticated and tailor-made CVP, customer churn and trade debtor target).
• Have an in depth knowledge of the key competitors in the industry oil line of business and understand their strengths and weaknesses thereby exploiting opportunities arising from industry.
• Develop new opportunities with prospective customers to acquire new business independently.
• Be responsible for signing sound contracts with target customers, explicitly managing liability and all other contractual issues.
• Be responsible and proactive in HSSE issues that affect the individual, the office/field environment and their customers including in depth knowledge of competition law.
• Be accountable for own development plan to continuously improve competencies.

Application Deadline: Tuesday 28 February 2012

Number of Vacancies: 3

B2B Key Account Manager - 大客户经理
China