Job Purpose:

To Lead and coordinate Pan African & Regional Key Accounts in Construction and CRT sectors
Identify attractive/accessible Key Accounts in the regions for Priority approach
Drive priority business development through CRM build up
To build, develop and manage KA customers in these sectors in line with the Customer Value Proposition and with Cross selling coordination

Principal Accountabilities:

Typically look after and manage accounts in Construction and CRT sectors in order to achieve sales targets.
Consistently Grow VE business with existing Construction and CRT customers and develop profitable new business with identified prospects
Plan and conduct sales negotiations with decision makers in CRT and Construction KA companies
Develop, update and implement accordingly, on a yearly basis, for each Construction and CRT key accounts, the Account Plan covering products, services packages, contracts, prices, credit, marketing activities and communicate the Account Plan to all departments involved in service delivery to these key accounts.
Positively manage CRM directly and indirectly at all relevant customer levels within the Sales CRM framework.
Monitor and analyze own sales performances, taking appropriate action
Understand and keep track of fast-changing customer needs and business environments to ensure the most appropriate services are provided to fulfil the customer’s needs
Have an in-depth knowledge of the key competitors in these sectors and understand their strengths and weaknesses thereby exploiting opportunities arising from these
Maintain a good understanding of business and technical developments within the Construction and CRT sectors and ensure adapting the yearly roadmap to address sectors’ expectations
Contribute to the development of Construction and CRT Customer Value Propositions (CVP) and marketing initiatives
Promote the usage and use of CRM tool, C4C platform
Drive alignment between colleagues and stakeholder’s cross functions, coordinating the activities with supply & Credit & Marketing and with central Team members to overcome barriers to growth and address issues.
Actively support the corporate position on health, safety, sustainable development, diversity and General Business Principles and the Code of Ethics
Work closely with different Shell Global Key Account teams on Key Account opportunities & OEM portfolio to develop in Africa and look for cross business opportunities

Key Challenges:

Commercial Relationship Management and negotiation
Portfolio build up and key account approach through several stakeholders’ management
·Self-committing, balancing own learning from others internally (Technical Network, Expert Circles, senior product Specialists, EC tools i.e.) and giving technical support externally.
Having the ability to distil complex information and to communicate clearly and concisely to others
Managing relationships with key customers and their stakeholders (Platinum/Gold).
Delivers results – accountability. Clear results orientation and capacity to manage self-performance
Competence in problem solving, good decision-making skills and ability to find solutions to day-to-day issues
Demonstrates interpersonal sensitivity and communication (written and verbal) skills
Translate the partnership with Key Accounts and Global OEMs into effective competitive local advantage
Building strong relationships with OU sales staff in order to influence and coordinate the KA efficiently

Job Knowledge, Skills & Experience.

Marketing, Commercial or Lubes & fuels professional, with at least 5 years’ experience of sales and account management to multiple end user businesses or franchisees.
Strong Commercial exposure with sound lubricants & Fuels market experience. Track record of successfully developing /delivering and communicating added value initiatives
Good front-line ability, to engage with key accounts in different region in Africa.
Excellent project management and thought leadership skills; strong collaboration/teamwork skills; a problem-solver with a results-orientation
Proven capability to translate strategic vision into operational execution
Proven record of delivery in sales at regional account level in a B2B/B2C environment (including OEM) will be an advantage
Good understanding in the use of sales tools and processes
Experience of developing and implementing marketing strategies
Experience of developing and implementing pricing strategies
Excellent interpersonal skills
Commercial instinct and strong customer orientation
Experience of and ability to manage relationship at high level within large regional companies
Demonstrated experience developing and negotiating multi-year sales agreements

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