Job Description

Wilayah Persekutuan Kuala Lumpur, Malaysia

Job Family Group: Commercial and Retail

Worker Type: Regular

Posting Start Date: April 20, 2023

Business unit: Downstream

Experience Level: Experienced Professionals

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Where do you fit in

If you are a sales savvy with experience in handling and partnering with distributors, pricing and channel development, this is your chance to be part of B2B Indirect Channel Transformation Journey.

As the Indirect Channel Account Manager, you will be leading our efforts to engage Key Distributor Partners to drive B2B Indirect Channel Ultimate Potential through shifting to a Sell-out Focused strategy and execution:

• Partnering with Distributors to grow market share
• Responsible for detailed daily monitoring and tracking of business KPIs with clear identification of gaps and actions needed to address gaps
• Work closely with Indirect Channel Excellence (ICE) to establish true market potential and New Distributor Pipeline Building
• Collaborate with Pricing/Trade/Brand Marketing and Technical to deliver value selling, differentiation, competitively priced offers vs competition

What\'s the role?

• Collaborate with ICE to establish the true market/sector potential for Distributor Primary Area of Responsibilities (PAR)
• Lead growth in SPANCOP process by monitoring daily Distributor Sales Representative (DSR) visits and the effectiveness of sales calls to potential targets
• Detailed daily monitoring and tracking of business KPIs and identify gaps/actions needed to close gaps against targets set
• Collaborate with Pricing to establish Shell\'s products sold are competitive to the market. Collaborate with Trade Marketing to design and deliver attractive volume-driving and premiumization Trade Offers to capture more market share
• Work closely with Brand Marketing and Technical to deliver differentiated B2B services, including training/coaching Distributor Technical Advisor (DTA) and DSR
• Track the performance using prescribed data analytics tools and communicates the same to relevant stakeholders in DILO, WILO, MILO and QBR to address gaps

What do we need from you?

The ideal candidate is expected to have the following attributes:

• Strong interpersonal skills and ability to build a constructive relationship with Distributors
• Sales experience in FMCG/related Distributor Management with proven success in developing a profitable business
• Marketing, Finance, Operations and/or Business Knowledge much preferred
• Extensive knowledge and experience in Key Account Management
• Good knowledge in Project Delivery, Generating Insights and Managing Customer Experience
• Strong skills in Selling & Negotiations, Channel Management, Customer Value Proposition, Commercial and Economic Acumen, Pricing and Exposure Management, and Contract Management

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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Country of Work Location: Malaysia
Work Location: Johor Bahru or Kuala Lumpur
Expected Start Date: July 1, 2023

DISCLAIMER: Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Shell/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.

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