Company Name/Division Shell Vietnam/Marine
Job Title
(and SP Position no)
Marine Field
Based Account Manager (FBAM)
Incumbent(Name)
Reports to
(Name and job title)
VN Marine Country Manager
Skillpool
Commercial Business to Business (B2B)
Date
August 2008
Job Purpose:
·
Shell Marine Products (SMP), one of the Global Businesses within B2B, is
a premier supplier to the Marine Industry. This Marine Account manager
position has the responsibility for managing the Marine Lubricants class
of market within Shell, which includes as the Primary Responsibility,
Account Management for Local and International Marine Lubricants in
Vietnam. This role offers significant challenge, as whilst the Long Term
Position offers significant growth potential. The Account Manager will
need to focus on managing the customer portfolio.
·
To capitalise on this exciting opportunity, SMP is now seeking to
recruit an Account Management Professional to further develop this
exciting business as it embarks on a New Phase of Managed Growth. If YOU
are... profitability focused, commercially driven, thrive on challenge
and possess extremely well developed Customer Skills... then this is an
excellent opportunity for you.
Organisation:
Reports to VN Marine Country Manager
Principal Accountabilities:
Shell Marine Products (SMP) is a Global, Marine Lubricants, Fuels and
Technical Services business that currently markets products to over
8,000 customers with over 15,000 vessels. The customer base is diverse,
ranging from small fishing boats to major international deep-sea vessel
fleets. The business is managed through a global network of Fuels Hubs
and Marine Centres. The successful candidate, in agreement with the
Marine Country Manager for Vietnam, will be accountable for developing
and implementing the Account Plans for the existing and potential
customer base within the territory that support the Business Plan.
The Main Responsibilities can be summarised as follows:
1. Developing clear Account Plans by Customer in support of the Business
Plan and Strategy which will require Portfolio Management.
2. With support from the shared Customer Service Officer, managing all
aspects of the Customer Interface from Order-To-Cash; with a relentless
focus on Customer Service.
3. Driving and implementing profit oriented improvements across the
business, particularly relating to Business Development, Customer
Service, Costs and Order-To-Cash.
4. Achieving and exceeding stretch targets for Volume, Margin, Costs and
Credit Exposure by Customer.
5. Exploring and developing new opportunities across the market aimed at
securing and expanding the Customer Base.
6. Maintaining and actively developing SMP's HSSE-MS for Marine
Activities, ensuring that the Shell Group's high standards of HSSE are
applied without exception.
7. Providing timely and accurate feedback on Customers and Market Trends
– including an Annual Market Study for Local Marine Segments.
Job Knowledge, Skills & Experience:
·
The applicant will ideally have at
least 3 years of prior experience as an Account Manager
·
Fluent in English
Other Comments:
·
An individual with excellent Account
Management Skills supported by a strong Technical and Finance Foundation
will be an advantage.
·
Knowledge of the Marine Industry will
be an added advantage.
·
An excellent track record is
essential.
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Competence
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Level
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Demonstrated evidence of Enterprise first values and behaviours
will be taken into account during the selection process.
Selling and Negotiation
Knowledge
Delivers Results
Knowledge
Coaching and Development
Awareness
Working in and Building Teams
Knowledge
Customer Relationship Management
Knowledge
Market Awareness
Knowledge
Customer Value Proposition
Knowledge
Channel Management
Knowledge
Selling and Negotiation
Knowledge
Delivers Results
Knowledge
