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Job Details

Key Account Manager - Road Construction

Location
Den Haag, SOUTHHOLLAND, Netherlands, Netherlands

Posted on
Feb 03, 2022

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Profile

, Netherlands

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

February 2, 2022

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

Where you fit in

The Construction & Roads (C&R) Sector is seeking high performing, entrepreneurial, and agile team members who are looking to make an impact and partner with customers to develop and deliver value-adding integrated offerings, that accelerate the path to the Decarbonization of the energy system in the Sector.

Road networks are one of the most valuable assets of a country while key for connecting and empowering social growth through mobility.

Shell Bitumen is a global leader in selling Bitumen, major player in BNF and Europe and market leader in Netherlands leveraging from its legacy – our business is 100yrs -its reputation of robust and trustable supplier and its agility to innovate and move quickly with the constantly changing environment including new premium offering. Shell Bitumen is a highly integrated business with the full end-to-end value chain in house. It covers the manufacturing and purchasing of bitumen, the different modes of primary transport (barges, ships, trains, trucks), storage and delivery to clients allowing wide opening for decarbonization opportunities. Our integrated business is resilient through the energy transition, given the nature of Bitumen which is one of the oil products that doesn’t need to be burnt, and accessibility of equity production throughout our existing footprint thanks to our unique European network connected to the NWE energy & chemical parks Pernis and Rheinland.

What’s the role?

Play a pro-active role in driving strategic implementation of new or adapted business opportunities that impact the shape and size of the C&R business in Netherlands and develop a fit for purpose unique, valuable and tangible customer value proposition for the Dutch construction actors to thrive through their energy transition.

Reporting to the Business Manager France & BENELUX, you will be responsible for the management and commercial development of our existing Bitumen sales activities within the Netherlands portfolio, while developing the emerging growth pipeline of value adding integrated offering of non-bitumen energy products, services and solutions to accelerate the decarbonization of the Dutch construction & road sector.


You will act as the local ambassador of Shell Bitumen and now Construction Sector, and hence business manager of his/her region (Netherlands), not only demonstrating key account management skills but also ability to understand local industry trends and government/ local policies and advocate it such organization within and across sector is pulled for prompt and agile response.
Thus, candidates need to be structured, organized, highly self-motivated and eager to develop opportunities in new areas for Construction &Road. A major aspect of the role includes effective management of numerous external and internal stakeholders. The successful candidate will need to understand the external environment and be able to leverage their internal and external networks to maximise business opportunities through the origination of new ideas.
You will work with key accounts in close collaboration with our support teams in the cluster (France, Benelux) and Europe: Marketing, Business development, Pricing, Technical, Operation, Finance).
You are a Challenger mindset Champion unlocking efficiently value
You will Implement the annual contracting strategy and negotiate each month the spot prices of bitumen for each of your customers and develop the administrative elements related to the execution of sales. Pricing expertise and an understanding of the economic challenges of the oil market will be necessary in order to support our customers with new pricing solutions, more adapted to the needs of the market. A trading or supply knowledge could be a plus.
You will be able to implement an up-selling tactic to promote our Premium product offering – existing and emerging, and thus bring growth and resilience to your P&L performance in your region.
You will be able to analyze, synthesize customer pain points and formulate solutions appropriately using Shell Bitumen/Construction and Road Customer Value Proposition in a spirit of differentiation and innovation to the fullest, be efficient and convincing, with a quality of speaker during customer presentation. In close collaboration with the Head of Marketing, Business Development, Pricing and Technology, you will enhance the Shell offer.
You will work closely with the Territory Manager of the region (BeneLux), guide and accompany him in his tasks related to the successful implementation of your business strategy in the field.
You will set up and manage Sales Excellence monitoring tools while developing a close collaboration with the support functions to increase the commercial efficiency of the organization.
You will be the guarantor of the respect of the deadlines and the good payment of the invoices related to the sales you have made (follow-up of overdues, chasing / recovery work in collaboration with the Credit team).


Key accountabilities include:


Establishment of an HSSE leadership in the field in collaboration with the Territory Manager
Local ambassador of Shell Bitumen and now Road & Construction, Business Manager of his region (Netherlands)
Build, develop and manage the long-term sales pipeline bringing resilience to the business
Management of tenders and long-term contract offer
Management & monthly negotiations of spot prices
Implementation of adapted pricing solutions in collaboration with Risk Marketing
Anticipate demand and communicate it via the Supply Demand Forecast tool
Optimization on inventory management according to the supply constraints of depots & refineries
Set the credit limits of each client in the portfolio with the support of the Credit team
Market Intelligence including road authorities Rijkswaterstaat and industry association Bouwend Nederland, Euro bitumen, EAPA
Implementation of the technical support offer in the field in collaboration with the technical advisor
Implement marketing actions to push Premium products in collaboration with the Marketing Manager
Implement decarbonization Road map for Netherland construction sector in collaboration with the Business development Manager
Actively Represents cluster and our customers in the internal cross business and energy transition forums


What we need from you?


B2B commercial and strategic implementation experience with track record of negotiating and delivering commercial deals resulting in business impact and value creation
Minimum university degree, ideally 5 to10 years experience in B2B sales, business development, ideally within construction sector, energy sector, bitumen business. Knowledge of public private tendering process in Netherlands would be a plus
Compulsory Dutch and English, French is an advantage
Strong core values and “walking the talk” in terms of HSSE, D&I, Ethics and Compliance is a requirement.
Effective stakeholder management and communication skills and the ability to manage interfaces, develop and maintain good relationships with multiple external and internal stakeholders in complex multi-level decision-making context
Strong negotiation skills and resilience, agility and adaptation and clear learner mindset, business sense demonstrated in an integrated business.
Strong commercial acumen and customer centric approach, leveraged by challenger mindset to unlock efficiently value
Strong analytical and strategic thinking skills, result oriented, ability to think end to end and value adding mindset
The ability to work independently, manage priorities, learn quickly, solve problems and work as a team in a virtual environment.
High level of resilience, ability to thrive through change: strong ability to maintain focus on business impact in the face of ambiguity, change, competing priorities and always seek out opportunities for continuous improvement


COMPANY DESCRIPTION

Shell Nederland BV is a platform for international collaboration, with Shell offering direct employment to around ten thousand people in the Netherlands alone, including roughly 2,800 non-Dutch employees from around 80 countries. Diversity is key at Shell Nederland, and our employees reflect the innovation that stems from a diverse workforce. By joining Shell Nederland, you will benefit from an unrivalled industry-leading development programme that will see you tap into a pool of expert knowledge that will help propel your career. Shell Nederland is the holding company of most Shell companies operating in the Netherlands. Shell Nederland also has an advisory and coordinating role in numerous areas.

An innovative place to work

There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you’ll add your talent and imagination to a business with the power to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently.

An inclusive place to work

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we’re nurturing an inclusive environment – one where you can express your ideas, extend your skills and reach your potential…


We’re creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply and we’ll take it from there.
We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.
We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.
We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.


A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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DISCLAIMER:

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.

According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

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