B2B Key Account Manager - Construction 直销团队 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.

工作职责：

• 建立并管理与建筑行业内的大客户及资深客户的长期关系。
• 协调所有其他客户服务管理和客户关系管理服务工作。
• 支持这些客户达成整体销售目标。
• 确保达成客户满意度战略目标。
• 通过大客户管理实施壳牌的业务战略。

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 to understand their strengths and weaknesses thereby exploiting opportunities arising from these.
• Develop new opportunities with prospective customers to acquire new business independently.
• Signing sound contracts with target customers, explicity 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.

职位要求：

• 了解和跟进客户需求及业务环境的变化，确保指定最适合的服务人员去满足客户需求。
• 与大客户建立战略联盟。与营销团队一道，制定、调整和实施适用于大客户及潜在客户的涵盖产品、配套服务、合同、价格、信用条款和信用额度的客户计划，让所有大客户服务人员了解客户计划。
• 计划、监控和达成个人及团队销售目标，负责客户团队的整体绩效。（比如销量、利润、增长率，高级及定制CVP、客户流失和账期目标）。
• 深入了解工业润滑油业务线中的主要竞争对手，知道它们的优势和劣势，从而发掘其中蕴藏的机会。
• 从潜在客户发掘新机会，以独立开发新业务。
• 与目标客户签署完善的合同，明确地管理责任问题及所有其他合同问题。
• 负责并主动管理影响个人、办公/现场环境及客户的HSSE问题，深入了解竞争法。
• 负责制定自身发展计划，不断提升自己的能力。

Application Deadline: Sunday 04 March 2012

Number of Vacancies: 1

B2B Key Account Manager - Construction 直销团队 大客户经理

China