GME Account Manager - Japan

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募集要項

会社概要

同社は、ヨーロッパに拠点を持つエネルギー企業の日本法人です。イギリスに本社を構え、世界中で事業展開しています。日本市場に進出してから、地盤を固めつつ事業を多角化しています。潤滑油販売や石油化学事業など、日本企業とのパートナーシップで成長しています。ペトロケミカルズ、トレーディング、マリン、工業用、自動車用潤滑油の分野で事業を展開しています。持続可能なエネルギー供給のため、石油や天然ガスのみならず、クリーンエネルギーの開発や二酸化炭素排出量の削減にも取り組んでいます。

業務内容

• Supports a profitable portfolio of existing accounts (approx. 70% of time) and prospects in direct sales (approx. 30% of time), championing their Value Selling principles and the SmartGains framework to develop existing relationships with customers and deliver profitable growth via new customer acquisitions.
• Participates in the development of local B2B business strategy, and regularly reviews the direct sales risk pipeline to maximise team profitability, assisting the team to maximise their effective time in attracting and retaining business.
• Conducts sales activities such as volume and margin analysis, supporting tender activity, resolving customer operational issues and monitoring pricing performance integrity to enhance customer perception of value.
• Drives new offers, building a deep understanding of the market, and actively supports prospecting activities, developing a pipeline of opportunities through more detailed customer analysis.
• Supports the implementation of the GME in-year programmes and priorities. Aligns personal objectives and individual annual plans with Area Sales Manager to deliver results through implementation of in year programmes, offers, priorities as defined by the area annual plan (e.g. Smart Gains, New Builds, ancillary sales, price interventions etc.).
• Clearly articulates product and services offers in a way that demonstrates distinctiveness and can translate this differentiation into customer value substantiated by customers’ willingness to pay a premium.
• Prioritises personal resources and activities to enable effective strategy execution and demonstrable growth within existing customer accounts through acquiring new vessels/ assets and upselling/ cross selling (prioritised to strategic target sectors).
• With input from Demand Control, develops and regularly updates detailed monthly customer forecasts, opportunities & vulnerabilities for the regional demand review which drives the LBM (Lubricants Business management) forecasting tool.
• Spends at least 60% of time in front of customers and is able to navigate conversations across a diverse contact map at all levels and through all functions of the customer to build strong relationships that build trust, generate powerful insights and enable business growth.
• Builds a robust plan to underpin each customer volume/ GM delivery and identifies areas to exploit further organic growth. Gains pricing approval through the pricing team (Net Tool).
• Has a small portfolio of qualified prospects and works the pipeline drawing support from the Sales Operations Executive to manage Prospecting
• Pipeline Management (PPM) KPIs in-line with targets.
• Leads virtual customer account teams to meet customer needs drawing support from Customer Operations, Global Business Services (GBS), Demand Control and Technical Support teams including a clear delegation of responsibilities. Builds personal development plan (PDP) based on career plan and line manager coaching/ feedback.

応募条件

• Minimum Graduate or tertiary business qualification with equivalent experience.
• Ability to develop, maintain and build new relationships with customers, OEMs and Industry bodies.
• Ability to present persuasive offers to senior level management within the customer’s business
• Leverages resources and own networks to achieve goals and objectives
• Understanding of shipping, oil & gas market and global dynamics, trends, regulatory environment desirable
• B2B sales management experience with a track record of delivery of sales targets and performance

給与

900 - 1350 万円

勤務地

東京