Fleet Solutions Key Account Manager

About the role

Join Shell Fleet Solutions HK as a Key Account Manager and help businesses optimise their vehicle fleets with sustainable energy, mobility and payment solutions. You will work closely with commercial road transport, national and key‑account customers to grow revenue and deepen partnerships.

Key responsibilities

• Plan, monitor and achieve individual and team sales targets (margin, volume growth, overdue, etc.).
• Execute a structured sales process: call planning, calendar management, account planning and CRM utilisation to maximise customer‑facing time (6‑8 visits per week).
• Develop innovative value propositions and move relationships from supplier to strategic partner.
• Drive value growth by understanding financial dimensions (P&L impact, cash, DSO, IRR) of integrated offers.
• Analyse customers’ short‑ and long‑term needs, business models and challenges to tailor offers.
• Monitor market trends and competitor offerings to identify growth opportunities.
• Increase existing customer value through cross‑selling, up‑selling and new business acquisition (50‑70% prospecting time).
• Negotiate pricing, prepare quotations, and manage contracts, payment terms and credit limits.
• Identify and implement continuous‑improvement solutions for Shell and its customers.

Required profile

• University graduate; engineering or commercial degree is an advantage.
• Minimum 10 years of sales experience in a commercial environment, preferably within major oil companies, construction, automotive OEMs or logistics.
• Strong understanding of customer operations, financial analytics and market dynamics.
• Proven negotiation skills and ability to manage relationships at all organisational levels.
• Excellent English communication skills.

Required skills

• Microsoft Office suite
• CRM tools