Shell Fleet Sales Account Manager - Houston, TX in Houston, Texas
Auto req ID 37762BR
Job Title Fleet Sales Account Manager - Houston, TX
Country of Work Location United States
Work Location Houston, TX
Company Description Shell is a global group of energy and petrochemicals companies with over 90,000 employees in more than 70 countries and territories. In the US, we have operated for over a century and are a major oil and gas producer onshore and in the Gulf of Mexico, a recognized innovator in exploration and production technology, and a leading manufacturer and marketer of fuels, natural gas and petrochemicals. We deliver energy responsibly; operate safely with respect to our neighbours and work to minimize our environmental impact. We are in search of remarkable people who will thrive in a diverse and inclusive work environment to deliver exciting projects locally and globally. People who are passionate about exploring new frontiers. Innovators and pioneers. People with the drive to help shape our future. Because remarkable people achieve remarkable things.
Manage and grow the National and Local Fleet accounts for Jiffy Lube in Western US. The current portfolio consists of direct national and local fleet accounts representing sales across approximately 2,000 stores in this all franchisee network. This position will require working with the Sales and Operations Team, Marketing and across other Shell Lines of Business, like Fleet Navigator, to develop and grow the western and central US fleet business. This position will help lead the strategic growth plan for fleets, which includes a 20% C5 growth target over the next 4 years.
Ability to develop and implement strategic key account plans for maintaining and expanding relationships with existing National and Local fleets and grow new accounts through the SPANCOP process using the Sales Force system and learning and using the Sales 1st behaviors of preparation and follow through.
This position will manage relationships with our fleet customers and will work closely with the franchisee community in growing their business portfolio and identifying business improvement opportunities. This will require a high level of strategic planning capabilities; including developing and executing a national account plan with these key accounts each year and completing business analysis to identify new opportunities.
This position will also require a business partnership be developed between Jiffy Lube and the business customer. Further, your ability to “gain agreement” with targeted large national and local accounts will be the focus points of success. Being a self-starter and working independently are important skills while being driven to deliver value from existing and new fleet customers.
Support customer service issues and concerns resolving credit, invoice processing, and potential claims in a timely manner for the fleet account customers.
Identify priorities, to ensure delivery of sales targets, proposes alternatives while maintaining a positive relationship at all stages of the sales process.
Develop new national and local accounts through networking with customers, utilizing, maintaining, and executing a strong pipeline for business development. Work with fleet accounts and JLI One Team to implement new business and grow existing fleet sales. A rich understanding of the Jiffy Lube brand and value it brings to each fleet account is required to articulate the offer. Pipeline management metrics will be used to understand the strength of your pipeline and how quickly you can move leads through the stages to deliver increased sales.
Champion Sales 1st processes and tools including pipeline management, pre-call planning, post-call reporting, and 30/60/90 planning. All proposals to new customers will focus on a value-led offering.
Learning about the Jiffy Lube brand value, operational excellence, understanding and maintaining current knowledge about the business operations is needed for value selling. Fleet Sales Account Managers must identify opportunities and utilize industry news and trends to grow this strategic account base. Broad financial analysis of the value chain will help increase their ability to influence retention and securing new business.
Must have legal authorization to work in the U.S on a full-time basis for anyone other than current employer.
A Bachelor’s degree in a related field is strongly preferred.
Minimum five (5) years of field sales experience, including value-selling and corporate-level business partnership management is required.
Prior Business 2 Business Sales experience, including developing and implementing business plans, is considered a strong asset.
Strong ability to develop partnerships at the National level, including recognizing problems and developing jointly successful business outcomes.
Excellent presentation and communication skills.
Knowledge of sales tools / Account management software.
SalesForce.com experience is preferred.
Position requires approximately 50-75% travel.
No. of Positions 1
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Removal Date 09-Nov-2016