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Commercial Specialist
Shell
San Francisco, CA, USA
Posted on Friday, October 6, 2023
, Philippines
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Job Description:
Job Description:
The core goal of the Customer Specialist (CS) is to help the business meet their sales targets by identifying opportunities through analytics and/or virtually selling into an ever-changing list of Silver & Bronze customers. The customers you will focus on could be Sold To’s and/or Ship To’s depending on the business’s changing needs as they adapt to a dynamic market environment.
Where You Fit In
The CS fit within Canada Customer Operations and supports the Canada lubricants sales teams. You’ll sit along-side other CS’s while integrating seamlessly with your Canada sales teammates in a virtual environment.
Primary Accountabilities
- Maintain alignment with the business Team Leads & Account Managers on key priorities via MILO’s and regular one-on-one conversations
- Analyze sales data to identify opportunities including up-sell, cross-sell, share of wallet, churn, etc,
- Track progress against identified opportunities and recommend strategies to improve rate of growth
- Regularly review opportunities found with the Account Manager to form a plan of action
- Solicit existing and/or prospective customers to vet leads and hand-off to the Account Manager or pursue on your own
- Work with Account Managers to create a plan to pro-actively reach out to customers that are less likely to be visited by the Account Manager due to geographical or temporal constraints
Other Accountabilities
- Work with Shell Marketing to vet prospects for upcoming Campaigns & Programs
- Support forecasting and alignment between customer needs and distributor / Shell plant inventories
- Assist with Data Gathering for Business Reviews and/or Attend Key Business Reviews
- Support Customer Onboarding; Monitor Contract Requirements; & Support Pricing Management
Capabilities
- Analyze data & communicate finding (proficient in Excel, PowerPoint, Word, etc)
- Demonstrate Shell’s CVP in the form of recommendations to Account Managers and/or customers/prospects
- Build & manage a pipeline of opportunities in excel or Salesforce
- Abide by Sales 1st requirements as needed including call plans, account plans, and proposals
- Interpersonal communication skills including phone and email & a curious mind
Dimensions:
Contribute to Sector's delivery of plan
Delivery 5+3 Scorecard
Group Scorecard
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Degree or 5+ years of similar experience preferred
Strong Verbal & Communication Skills
French speaking an asset
Strong Prioritizing
Interpersonal
Project Management
Planning Skills
Proficiency with Word, Excel & Database Tools
Advanced Experience with Microsoft Office
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