Job Description

The Role

If you\xe2\x80\x99re a commercial professional who\xe2\x80\x99s gained some valuable sales and marketing experience, we offer you the challenge and opportunity to drive significant breakthrough in our B2C Indirect Channel Transformation Programme. Job Purpose \xe2\x80\x93 what\xe2\x80\x99s the role?

• Deliver T&R by growing the B2C Lubricants Business via authorized Distributors aligning with Lubricants Strategies to be the clear market leader in both volume and premium position by linking business plans to external alignment and shared vision.
• Review and identify distributor capability assessment - current versus future and developing actions on gap closure
• Implement and maintain a sustainable Distributors network that complies with the Route-to-Market strategy in place (Profile, Contract, Resources, Legal) whilst keeping control of Channel Excellence and Efficiency.
• Ensure all Distributors have appropriate and legal contracts and monitor resource allocation and performance against terms and conditions as per contract.

KEY Responsibility: Sales Operations Planning & Execution

• Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti-Competitor laws and other relevant Shell policies.
• Ensure delivery of KPI target.
• Analyze industry, competitor and end-user activities and behavior, identify & formulate a response to opportunities & threats
• Implement Cadence Culture with Distributor and its sales team
• Ensure adherence to channel & geographical demarcation/Preferred-Area-of-Responsibility (PAR) policies

Distributor Management

• Establish, develop and manage \xe2\x80\x98win-win\xe2\x80\x99 distributor relationship by building and maintaining relationships with key stakeholders at appropriate levels with measured outcomes.

Drive the Results by:

• Ensuring each Distributor is aligned in goal, capability, business focus, and capital resources to maximize Shell business and agree on a multi year\'s Business Plan that is fully aligned with Shell Marketing strategy and targets, and conduct activities that will deliver performance and develop a profitable and sustainable business for both Shell and Distributors.
• Drive Cadence Performance Culture Conversation for Distributors and contribute to overall team performance.
• Sales Productivity Performance Indicators: Distributor Business Plan Quality and Execution Effectiveness, Effective Pipeline Management (CPT), Shell Sales Effectiveness KPIs Scorecard
• Provides Support to distributors key accounts and by engaging all functions in Shell which help distributors to deliver the Trade Value Proposition (Shell Advantage)
• Provide Business Consultation to guide distributors to efficiently managing the business to drive optimal return and to audit/improve financial performance ratios for investment.
• Deliver agreed marketing programs and materials to increase the value of Shell and Distributors through the range of trade program
• Support, Coach, Motivate and Develop Distributors Key Management Staffs / Distributor Sales Team to ensure capabilities development.

Dimensions :

• C3/Gross Margin 3.3 million USD annually.

Requirements The ideal candidate is expected to have the following attributes:

• Substantial Field Sales/ Distributor Management experience in local area, with proven success in developing profitable business.
• Minimum of 4- 7 years experience in the same field
• Strong interpersonal skills and able to build constructive relationship with Local Trade customers and Distributors.
• Localized Trade Bundle Promotion and Sales experience preferred but not mandatory.
• Strong business acumen, negotiation and coaching skills.
• Strong in stakeholder management and skilled at resolving conflicts.
• Skilled in leading change and working effectively across supporting interfaces
• Ability to build and maintain positive customer/distributor relationships and work in a team-orientated environment.
• Excellent communication and networking skills.
• Ability to be data-driven and having strong data analytics will be a strong advantage
• Language Proficiency: English, Malay & Mandarin (verbal and written)

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.