Global Franchise Workshop FWS Channel Manager

Profile

104168BR

Job Title:

Global Franchise Workshop (FWS) Channel Manager

No. of Positions:

1

Job Description:

PURPOSE

Franchisee workshop (FWS) channel is a strategic, complex and hence exciting opportunity for individuals with the capability to deliver in a demanding environment. Very professional FWS customers, supported and influenced by OEMs, means quality and efforts required to deliver ‘customer value proposition’ is of the highest order. The channel is very strategic because it has the highest (75% ) penetration of premium products and it serves as an indicator of future demand/category trends. It is complex because it gets serviced by all 3 ‘Route to Market’ models: Global Key Accounts, Direct and Indirect. This role requires the individual to be comfortable with the inherent complexity of portfolio, Route to market (RTM) structures, highly matrixed organization structure serving the channel to deliver breakthrough results.

ACCOUNTABILITIES

• Define the channel landscape and Shell’s competitive position today to identify ‘where to play’ and ‘how to win’ priorities. Because of complex RTM as well as the absence of robust 3rd party audits, there are challenges in creating a holistic picture.

• Use competitive benchmarking, customer insights and internal best practices to identify gaps in our coverage, RTM, value propositions in key markets. Quantify the size of opportunities and initiate pilot testing in identified market(s) to close the gap.

• Develop best practices for channel penetration that are fit for use in a given market landscape.

• Test and Qualify programs to improve channel performance via higher premium penetration, product mix. Identify the right KPIs to drive end results and mechanism to track them

• Profitably scale up recently qualified ‘Partner to Growth’ program for FWS, a compelling value proposition uniquely built for needs of the channel. Need to scale up the current program to include more countries /dealerships. Build on the existing ‘Partner to Growth’ MVP with more partnerships and capabilities to make it stronger and increase its reach beyond top dealers and improve ROI.

• Partner with OEM marketing teams to develop a shared vision of the channel opportunities. Create new offers based on market trends and needs in support for winning and growing aftermarket relationships with key Global Key Account partners.

• As a senior member of the global channel's team, contribute in definition and delivery of overall team purpose. Leverage cross channel collaboration, innovation ideas where relevant.

Auto req ID:

104168BR

Skillpool:

Commercial Business to Business (B2B)

Country of Work Location:

United Kingdom

Company Description:

Shell started operations in the United Kingdom more than 110 years ago. Since then we have grown into a leading innovative oil and gas company that rewards its employees by investing heavily in their careers and learning. Our people are our greatest asset, and our commitment to your career will see you thrive in a work environment that offers an industry-leading development programme. When your ideas travel, Shell will benefit and innovation will thrive. Shell has a key role to play in helping meet the UK’s growing energy demand, whilst using innovative technologies to develop cleaner energy. We are the largest FTSE 100 company in the UK by market capitalisation, and make a significant contribution to the UK economy. As well as processing 35% of the gas coming into the UK, we serve more than four million customers at our filling stations each week. Shell employs some 6,400 skilled staff as well as many contractors.

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.

Work Location:

London

Requirements:

EXPERIENCE & QUALIFICATION REQUIREMENTS

•12 years experience in a commercial role (sales/marketing) with min 2-3 years in FWS channel or in Automotive OEM Global Key Accounts as a frontline manager

• Experience in channel/marketing strategy development role (e.g Indirect Chanel Excellence, trade marketing, brand management)

• Proven track record of delivery in a regional or global role involving multiple senior stakeholder engagement. Ability to develop, communicate and execute strategy by influencing diverse stakeholders in an unstructured environment

• Ability to identify channel needs and experiment with solutions in ‘agile’ manner to develop compelling and scalable trade value propositions

• Experience in successful design and delivery of customer value proposition, preferably to big external customers, from concept, pilot, validation to significant scale up. Experience involving digital-focused value proposition, leveraging external partnerships will be highly preferable

City, State (if applicable):

London

Company info

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