Shell Field Based Account Manager in Singapore, Singapore

Auto req ID 53713BR

Job Title Field Based Account Manager

Country of Work Location Singapore

City, State (if applicable) Singapore

Work Location Singapore - Pandan

Company Description Shell is one the largest foreign investors in Singapore and began operations in 1891. Today, we have more than 3,200 employees in Singapore alone. The Pulau Bukom Manufacturing Site today is the largest Shell refinery in the world in terms of crude distillation capacity, which makes Singapore a key regional supply and trading centre for Shell in the East.Singapore is the largest petrochemical production and export centre in the Asia Pacific region. Shell Jurong Island (SJI) manufactures petrochemicals to meet the fast-growing demand for these products in the region.We also have one of the largest single-branded retail networks in Singapore, providing customers with a wide range of quality products and services. When you join Shell in Singapore, you can count on our commitment to help you thrive and propel your career by means of our industry-leading development programme and our available and unrivalled pool of local and global experts. Our numerous global and local skill pools as well as our diversity are key to our success and continuing innovation.

Job Description

The Shell Retail business encompasses circa 43,000 sites in more than 60+ countries serving 15 million customers a day.

The company-operated part of the network, currently encompasses over 11,000 sites, held as a mixture of tenure types. Being 3 bn USD business Retail has an ambitious growth agenda to deliver 5 bn USD C5 by 2020.

Retail commercial fleet is part of Shell retail and serves the B2B transport customers with the fleet management solution. The mission of our Commercial Fleet business is to be the leading fuel mobility solutions provider globally, including leadership position in the fleet card category for B2B customers. Singapore is one of the top markets of commercial fleet with ambitious growth plans, yet having its unique set of challenges. There is ambitious growth plan for SG, supported with new value propositions and sales 1st focused approach.

The role of the senior account manager (Field Based Account manager) will be to manage, develop and grow a selective portfolio of high-value B2B customers (defined internally as gold and platinum accounts) through face to face selling, and strong negotiating skills, to deliver agreed margins and volumes.

The FBAM will cultivate partnership-based relationships with customers based on a clear understanding of what commercial fleet product offers and knowledge of customer needs in order to deliver maximum value for both Shell and the customer. In addition, the account manager will be expected to contribute to our growth aspirations through significant focus on development of new business.

Plan, monitor and achieve individual and team sales targets (i.e., Profitability margin, volume growth, Overdues, etc..). Consistently apply highly professional standards of sales 1st discipline especially in bringing best in class structure for call/journey plan, calendar management, account plan and use of CRM tools to maximize customer facing time (12-15 customer visits per week). Focus on acquisition of new business (gold and platinum) in line with CF customer strategy. Average time spent on prospecting and hunting for acquiring new to shell customers: 60-70% of the time.

He/ She will carry out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services). Understand customers immediate/long term needs, business models, value drivers, challenges and opportunities to tailor offers and services to capture their businesses.

He/ she is expected to champion the customer 1st journey, through direct participation of customers in the relationship and transactional surveys. Understand in detail the customer pain points in product & service experiences, collaborate with stakeholders from different functions for corrective actions Drive self-accountability in driving up the Net promoter score (NPS) in customer portfolio, seek referrals from high NPS customers, to convert them into New to Shell wins (NTS)


  1. Professional sales background, 4-5 + years in FMCG, consumer electronics, industrial goods, transportation or logistics industry

  2. Ability to negotiate with B2B customers, value selling and win new deals bringing overall value to the business

  3. Manage and deliver stretch targets, enjoys the sales pressure of managing both profitability and volume growth

  4. Team player, accountable for own goals achievement and delivery of profitability and volume growth

  5. Passionate about delivery of superior customer experience

No. of Positions 1


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Shell is an Equal Opportunity Employer.

Removal Date 19-Jul-2017