Product Application Specialist Industry Sectors Shell China

Shell China aspires to be the leading international energy company meeting the energy requirements and contributing to the economic prosperity of China and our customers in an environmentally and socially responsible manner. Currently, we are one of the largest multi-national companies in China. In addition, we are the top international oil company of lubricants manufacturer and marketer, LNG supplier, coal gasification technologies and bitumen supplier in China.

Shell products, services and our commitment to sustainable development are well regarded in China. We received a number of external awards in 2009, including awards for our high-quality products, good management and our social contribution, such as: Asia 200 – Multinational Award (Asia Wall Street Journal), Greener China Business Award (Business Week), Company of Best HR Management in China, Top 10 Environmentally Responsible Companies China Award and China Green Benchmark Company.

Product Application Specialist - Industry Sectors
Job ID: A27879
Location: China,but may be regional, Across China, China

Responsibilities:
Sales Support:

• Work closely with Global Account Managers(GAM)/Key account Managers (KAM),and Local Account Managers (LAM) to develop high level technical support required for specific OEM customers. This support will link to key account plans and SPANCOP (Suspect, Prospect, Approach, Negotiate, Contract, Order, Payment), particularly in the Suspect, Prospect and Approach activities. Represent technology in the OEM/Key account teams via direct and indirect support to global core teams.

Application Problem Solving:

• Analyze/solve complex customer application problems when called on by the FLTS teams (because the problem requires a higher level of technical expertise than the FLTS can deliver.) This will involve, on occasion, face-to-face relationship management at all levels within a customer organization.
• Interface is required with global product management, operational portfolio managers, product development teams, key account sales, FLTS, specific OEMs and their service agents and legal/insurance representatives as appropriate, to reach and implement an appropriate solution.

Marketing and Technology Support:

• Coordinate the FLTS teams to deliver product field trials on new and existing products, with Technology, OEMs and customers. Monitor the trial status and closely connect the activities to the technology team’s project objectives.
• Support the marketing teams in the launch of new products by producing the technical content of appropriate materials to demonstrate “reasons to believe” of the new products at an appropriate technical level to fit the audience’s needs in the field. Provide technical training to FLTS and the sales trainers at the Cluster or countries when required.
• Support technology to gain OEM product approvals.

Coaching/Training:

• Coach front line field technical support, key account sales teams on product application and how to identify, anticipate and resolve application problems.
• Produce tools and documents to support on-going technical learning and understanding in these groups, ensuring their knowledge remains up to date.

Management of Customer Relationship:

• Build close working relationships with an agreed OEM group - as defined by the Lubricants OEM or Marketing management. Influence OEMs use and advocacy of Shell products. Work with the OEMs to develop ‘reasons to believe’, case histories, and enable field trials in the market place.
• Provide strong technical support as OEMs needs and build up technical credibility through completely understanding of their technology interests and Shell technology capability differentiated from the competitors.

Requirements:

• Experience and qualifications required

Essential:

• Technical qualification to BS degree level or higher in chemistry, chemical engineering, or mechanical engineering is preferred.
• Relevant experience of Automotive Lubricants.
• Automotive Industry experience.
• Proven ability to work in teams.
• Proven communications skills, written and verbal.
• Proven ability to manage customer expectations and build up relationship with mutual trust.

Key competencies required:

• Lubricants Product Application Knowledge.
• Coaching & Training.
• Maximizes Business Opportunities.
• Customer Management.
• Displays personal effectiveness.
• R&D Project Management.
• Project/Time Management.

Application Deadline: Wednesday 09 May 2012

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