Job Description

Wilayah Persekutuan Kuala Lumpur, Malaysia

Job Family Group: Commercial and Retail

Worker Type: Regular

Posting Start Date: February 15, 2023

Business unit: Downstream

Experience Level: Experienced Professionals

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Where you fit in?

You\xe2\x80\x99ll join Shell Lubricants Malaysia Trade Marketing team, one of Malaysia\xe2\x80\x99s leading lubricant brands with a history of over 127 years and is based in Menara Shell, KL. B2B Trade Marketing Manager\xe2\x80\x99s role is to focus on driving growth and market leadership in B2B Direct and Indirect Channels to support Premium and growth Expansion plans. We will grow our network through strong focus and discipline by Sector Coverage & Penetration via close working relationship with our Distributor Partners to drive the most competitive offer in the market. Working both independently, yet as an integral part of a cross-functional Sales/Marketing/ICE team internally.

We are the world\xe2\x80\x99s #1 Lubricants Brand for 16th year running. This is achieved through building 5 key levers:

Better Products

Premium acceleration

B2B breakthrough

Customer Solutions & Services

Indirect Channel Transformation

Job Purpose \xe2\x80\x93 what\xe2\x80\x99s the role?

The B2B Channel Marketing Manager will own the marketing strategy for B2B Sell-In from Shell and Sell-Out to Resellers/Trade/GKAs/Key Sectors and to ensure brand growth (Vol, C3, Premium) for Rimula and Shell\xe2\x80\x99s Industrial Brands and Technical Services.

The role will oversee all B2B channel marketing activities by working closely with the sales and marketing and extended teams to develop long term relationships with our Key Accounts, Go-Forward Distributors and preferred reseller/trade partners.

This role will be responsible for understanding channel dynamics, customer needs and buying behaviors for B2B channel and the varying sectors.

The role is also responsible for developing differentiated CVPs and driving execution of brand and channel Marketing programs through B2B channel, drive growth in both market share and profitability for Shell, our Distributors and out trade channel partners.

Strong commercial acumen & strategic thinking is required to provide healthy challenge to sales and sector managers in order to identify & progress true value creating initiatives.

Key Accountabilities:

Grow Market share, Volume and Profitable C3/C5+ levels through strong Sales & Marketing Discipline and Executional Excellence.

Lead Development of Channel Brand strategies and accountable for driving Channel marketing plan implementation and delivering the ROI via effective Sell-in plans that are closely aligned with Key Sector, Key Accounts and Distributor Marketing Plans for different channels for Rimula, Shell Industrial and Technical services.

Align with Sales & ICE strategies to effectively implement Sector/Channel Segmentation, Channel Offers and Channel Pricing for Sell-Out.

Work with Global Sector and Local Brand manager to develop CVPs, marketing communication materials, toolkits and trainings, eMarketing and printed collateral.

Implement marketing programs (including events) and run post-investment reviews, including Channel marketing budgets.

Stakeholders Engagement and support to Sector Marketing Managers, Sector Sales Managers and their teams in implementing global and regional/local marketing activities.

Connect externally with key customers to understand future trends of the Sector in detail.

Connect and partner with all key internal functions in the development of customer offers (Finance, OTC, Technical & Operations, HR, Supply Chain, Business Development etc.).

Define SP&A & Marketing Trade spend requirements, set KPIs (specifically for incremental growth, premium delivery), & be accountable for effective spend.

Ensure delivery of an effective trade marketing offer across key sectors.

Focus on operational excellence to ensure activation programs deliver on volume, C3 and premium KPIs across different distributors.

Develop and deliver the marketing offer and appropriate support materials including innovative digital approaches to differentiate Shell. Accountable for driving own individual development to continuously improve competencies. Adhere to Shell 12 Life Saving Rules, ensuring that behavior reflects Shell HSSE culture and policy whether on premises, travelling or during customer visits.

Requirements

The ideal candidate is expected to have the following attributes:

Significant Sales, Marketing & Trade Marketing experience minimum 10-12 years (B2B business experience will be an added advantage).

Experience in Distributor management, B2B sectors will be valued.

Experience with global commercial and customer issues.

Demonstrated track record of strong customer orientation.

Ability to work across multiple countries and cultures.

Ability to engage senior management and sales teams on marketing subject.

Excellent communication and relationship building skills.

Ability to anticipate changes and act proactively.

Track record and experience of successfully bringing CVPs to market.

Ability to translate business strategy into actionable marketing strategy and plans.

Practical problem-solving approach with clear customer focus.

Creative and positive thinker, able to enthuse others and deliver results.

Ability to engage and manage communication and events/marketing agencies.

Company Description

Shell has been a partner in powering Malaysia\xe2\x80\x99s progress since 1891 when we established our first depot in the Straits Settlements. Today, we are an integrated energy company comprising Upstream, Downstream, Integrated Gas and New Energies, Projects & Technology, and Shell Business Operations. Shell Malaysia aims to be the leading energy player in the country, powering Malaysia\xe2\x80\x99s future with cleaner, innovative, and competitive energy solutions.

\xc3\x98 Upstream

More than a century, Shell has been operating and we continue to extract and deliver oil and gas efficiently, profitably, and in environmentally friendly and socially responsible ways to meet evolving customer needs and the growing demand for energy.

\xc3\x98 Downstream

With over 950 service stations, Shell has the leading market share in the fuels retailing business in Malaysia. In Malaysia, we make and sell more than 600 different lubricants for the automotive sector, heavy-duty transport, food processing, and power generation. We are the lubricants market leader in Sabah and Sarawak.

\xc3\x98 Integrated Gas, Renewables and Energy Solutions

Shell set out its Powering Progress strategy, which we aim to deliver through our three business pillars of Growth, Transition and Upstream. The Growth Pillar includes our Marketing and Renewables & Energy Solutions businesses and focuses on working with our customers to accelerate the transition to net-zero emissions. One of our achievement, Sarawak onshore: World\xe2\x80\x99s first commercial GTL plant (SMDS)

\xc3\x98 Project & Technology

As P&T, we exist to make the delivery of Shell\xe2\x80\x99s strategy and the growth of our company possible. P&T works collaboratively and in an integrated way with its business partners, to deliver value for our customers, and for Shell.

An Innovative Place to Work

There\xe2\x80\x99s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you\xe2\x80\x99ll add your talent and imagination to a business with the power to shape the future \xe2\x80\x93 whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently.

An Inclusive & Progressive Place to Work

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we\xe2\x80\x99re nurturing an inclusive environment \xe2\x80\x93 one where you can express your ideas, extend your skills and reach your potential.

\xc3\x98 We\xe2\x80\x99re creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we\xe2\x80\x99ll take it from there.

\xc3\x98 We\xe2\x80\x99re closing the gender gap \xe2\x80\x93 whether that\xe2\x80\x99s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.

\xc3\x98 We\xe2\x80\x99re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity

A Rewarding Place to Work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice

We\xe2\x80\x99re huge advocates for career development. We\xe2\x80\x99ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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