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Indirect Channel Account Manager
Commercial and Retail
Job Family Group:
September 14, 2023
Posting Start Date:
Within the job family of B2B/B2C Lubricants, a range of Commercial positions can be found such as those in Sales and Marketing which aims to attract and retain customers, build long-term customer loyalty and create demand for Shell’s Lubricant products; Business Development which looks to identify new opportunities as well as to leverage more from existing accounts; and Strategy which aims to provide expert problem-solving and project management support for the highest priority strategic issues.
Achieve Business Delivery Goals consisting of Sales Targets, Marketing Action Plans & Operational KPI’s supporting growth, utilizing CVP’s and sales 1st Techniques through Achieving Foundational Goals supporting Commercial Excellence
Regular usage of CRM (SalesForce1 and Pipeline Manager Tool) for call planning, distributor account planning, Distributor Business planning and ensuring pipeline management and conforming to own and distribution sales behaviors using the PMT tool.
Manage business in the assigned territory through distributors by doing effective stakeholders & relationship management with distribution teams and key accounts.
Efficiently and effectively develop and manage implementation of Shell’s business strategy through the B2B indirect channel in Pakistan in line with global lubricants policies, strategies, and principles.
Able to develop a strong Business Plan for distributors
Develop the capability of distribution partners. Ensure that distributors are aligned on long term strategic goal of the business, have the right distribution team with the right capability and demonstrate strong financial strength across the year
Manage our Indirect Distributors as profit center by adding value to their business through Consultation on Operational, Financial and Organizational Processes to help improve ROI and thus contribute to Shell’s Bottom-line with a partnership and process driven approach.
Implement RouteToMarket strategy, Distributor Offer Book, Distributor Sales Excellence & Sales automation applications as part of Sales 1st activities and Channel marketing programs
Develop, update and implement Key Account Plan jointly with the customers covering Products, Services, Contracts, Prices, Credit Terms, Credit Limits and explore other brand and marketing avenues for strategic partnership, reviewed actively and regularly with the internal stakeholders and also with the customers on a quarterly basis. Capture changing customer needs and business environment to ensure customer value propositions are aligned and contribute/generate real business value.
Informally lead core teams consisting of multi-functional supporting staff from Shell to grow share of wallet of existing customers and to turn prospects into customers.
Responsible for keeping up-to-date CRM data for CSI surveys and ensuring customer’s responses.
Work closely with Technical and Marketing teams to identify both Cross Sell and Up Sell opportunities.
Work in close coordination with Supply Chain teams (local and global) to ensuring targets and proactively working on introduction of new products.
Have an in depth knowledge of the key competitors and customers, their value chains, to understand their strengths and weaknesses thereby exploiting opportunities arising from these.
Be responsible and proactive in managing HSSE and leveraging own standing opposite the customers to gain advantage versus the competition.
Deliver Shell product CVPs and DVP through distributors and other indirect channels to safeguard Shell brand equity
Provide support to Distributors where appropriate. Engage supporting functions in Shell that could help at delivering customer promise
Assess Distributors staff core competencies and arrange training and coaching action plan
Run with the distributors daily, weekly, monthly and quarterly reviews to track performance on all levels and come up with trackable action plans to enhance performance
Schedule frequent Field/Market Visits with DSR, DSS & DSM to build relationships with different customer segments to gain market updates, build constructive feedback and shadow & coach DSR’s through selling process
Strong market footwork is required to Identify Growth and Distribution Opportunities in the assigned territory.
3+ years of experience in Sales and Account Management
Bachelors/Masters degree from a reputable organization
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