Key Accounts Manager – Technologies

The role of the Key Accounts Manager (KAM) is to establish relationships and manage a group of Key Accounts at all levels in the customer’s organization. Using commercial skills of discovery, diagnosis, design, and delivery, the KAM is responsible for identifying the customer’s needs and corresponding business opportunities, and then orchestrating natural teams to deliver them. You will work collaboratively with world class technical and commercial experts and other resources, creating agile perfectly matched teams to maximise the value for both parties and beat our competition.  Specific role functions include:

• Delivery of maximum value from selected strategic customers headquartered in India on Catalyst, Licensing, and Technical Service offerings.
• Management of the overall customer relationship and fostering senior level stakeholder connections, building relationships with multiple customer prospect and becoming a trusted advisor.
• Creating enhanced customer intimacy through a well-planned and delivered engagement program.
• Developing and implementing integrated customer account plans, in alignment with regional and global business strategies. This will include understanding longer term customer strategy and converting these strategies into business goals.
• Forming natural teams to address specific business opportunities, pulling together the necessary technical and commercial support from the SC&T organization as well as the wider Shell enterprise
• Accountability for delivery of margin targets at nominated customers.
• Proactively deploying diagnostic sales techniques to seek out and execute new opportunities, role modelling ‘4D’ diagnostic sales behaviours
• Ensuring full compliance with Shell Code of Conduct, and displaying sound practices in the area of Ethics and Compliance
• Coaching, mentoring and supporting less experienced account managers in the EMEAR region

Qualifications And Experiences:-

• Master’s degree or equivalent in a technical or business discipline
• 15+ years’ experience in technically oriented and complex commercial role, preferably related to Catalyst and/or Technology Licensing.
• Outstanding written and oral communication skills, with experience interfacing with junior to the most senior levels within customers’ organizations.
• Proven record of successful customer engagement supporting long term sales and margin growth. Technical knowledge relating to catalysts and/or refining/chemical process would be a plus.
• Ability to develop and execute strategic account plans including coordination of commercial and technical service resources and driving a complex opportunity funnel.
• You are skilled at negotiating and closing contracts, ensuring legal and intellectual property risk is managed effectively and following ethics and compliance requirements.
• You are a team player, interested in positive outcomes and not who gets the credit, you share information and seek learning opportunities.

Location:-

• Bangalore, India.

Company Overview:-