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Job Details

Indirect Channel Account Manager

Location
Beijing, BEIJING, China, China

Posted on
Nov 23, 2021

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Profile

Beijing, China

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

November 23, 2021

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

Financial performance indicators in 2022:

• Volume 6,000KL

• DSO China: 45 Days

Agree, monitor and achieve sales team targets for both new and existing customers through Direct customers/Distributors and be accountable for the overall business performance:


Financial performance indicators: Volume, Proceeds, C3, Credit DSO and Controllable Costs;
Sales Productivity performance indicators: Distributor performance management including DBP and direct customer (SPANCOP) Pipeline management, Target Delivered, NB/CO Hit Rate, Cycle Time, Customer Churn, Proceeds and C3 … etc.


Review marketing initiatives and feed accurate forecasts into S&OP process; Drive Value selling approach within Sales team and ensure all Sales staff deliver examples of Value selling”, and be well captured by value documentation; Closely work with supporting/functional team for ensuring sustainable development of China Direct Account and deliver the business targets

Support the CSI target. Strive to achieve excellence within Demand Forecast Accuracy (DFA), Invoice Accuracy and e-Commerce uptake that support the overall CSI target

Drive the disciplined execution of sales 1st behavior in the team to meet or beat standards set out in Marine. Increase utilization and accuracy of Sales CRM Tool especially targeting an improvement in Key Account plans and call rate

Ensure team practices LAT behaviors, HSSE policies, and Shell Business Principles. Lead by example. Ensure the team operates within the Manual of Authority.

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Aggressively grow the Marine Lubricants business, delivering against T&R targets.

Maximize time spent coaching and conducting joint (prospective) customer visits.

Engage with business partners and motivating them to achieve plan.

To operate within agreed strategy and guidelines, and uses agreed processes and tools.

Migrate sales approach from product and price” to selling brand and value led CVPs”.

Together with - Indirect/GL KAM/ICE, determine the most appropriate route to market, and managing sales and channel conflicts.

In summary, this role needs to demonstrate strong leadership in the following areas:

• Develop Shell’s competitive edge and convince key account/ Distributors that Shell is providing more value against competitors, incl. NOC

• Explore sustainable business strategy/focus in Key Accounts that enforce Shell’s position in a volatile market

• Explore top and premium products opportunities via value selling approach and put into implementation

• Work together with technical team to develop technical intimacy plan that establish Shell’s competitive edge.

• Motivate and business partners to deliver as one team under tough business environment

In addition to all the commercial challenges, this role requires more on below competence:


Manage the middleman service model while keeping the advantage of direct business model can bring real value to Shell.

Leverage Central procurement CVP to strengthen our partnership with Key Account and end customers while contributing to continuous development of it.
Explore new business opportunities in various geographical location/marine strategic sectors.
Leverage value selling model to further build competitive barrier


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 Royal Dutch/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.

According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

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