Sales Team Lead B2B Indirect

Profile

131646BR

Job Title:

Sales Team Lead B2B Indirect

No. of Positions:

1

Job Description:

Make a Difference

If you are a Sales Lead with experience in Distributor Management, strong interpersonal skills, and expertise in B2B, then this role is for you!

What's the role?

The Sales Team Lead's overall goal is to develop a B2B Indirect Channel Transformation Strategy and ensure close alignment with overall Country Growth and Global/Local B2B Marketing strategy.

Other Key Accountabilities:


Managing and motivating a team of Indirect key account managers: EM 3 FTEs, PM 3 FTEs and SG 1 FTE.
Lead the B2B Indirect Channel Transition Journey:



ICE-RTM to conduct Market Census to understand the total Universe by Sector/Trade/Resellers being serviced by distributors for the particular area.
Work with ICE to redefine the Primary Area of Responsibility (PAR) for each Distributor based on an understanding of the universe.
Define Sales Productivity (Pipeline Strength, Open, Win, Lose OWL) SPAMCOP requirements, set KPIs (specifically for incremental growth, premium delivery) and monitor and track performance by Distributor with great transparency.
Coach and monitor effectiveness of Distributors’ Distribution Drive, especially Coverage, Penetration, and Throughput (CPT) Discipline working closely with DSM/DSRs.
Work with B2B Trade Marketing/Brand to define the right marketing mix for each sector/coverage by Distributor PAR.



Ensure delivery of effective joint sales/marketing/technical planning across key Sectors to ensure we capture X-Sell/Up-Sell Opportunities.
Work closely with Marketing to update the OfferBook and Customer Banding based on the latest market understanding.


Deepen understanding of the Universe, Competitors Offers and Customer Willingness to Pay so that Shell can find ways to clearly differentiate ourselves.


Formulate thought leadership and strategic response through an in-depth understanding of external market trends, including customer and consumer insight. Bring a challenger mindset to the development of enhanced offers and programs.
Focus on the delivery of additional value for Shell (and by extension, agencies or Chanel Partners) by working closely with Marketing and Technical teams to drive and implement proven techno-commercial activation approaches.
Build a deep understanding of customer needs (visible and unknown using a challenger approach) through Sales, Marketing and Technical meetings and visits;
Ensure effective implementation of ICE-RTM/Marketing programs and appropriate support materials including innovative digital approaches to differentiate Shell.


Auto req ID:

131646BR

Skillpool:

Commercial Business to Business (B2B)

Country of Work Location:

Malaysia

Employment Type:

Full Time

Company Description:

Shell is a global leader in power, energy, and gas technology and is working to meet increasing energy demand and supply challenges by delivering smarter products and cleaner energy, infrastructure, and by developing new energy sources while addressing the impact on the environment. Malaysia is one of Shell’s heartlands. The history of Royal Dutch Shell in Malaysia started more than 125 years. Today, Shell maintains a strong multi-faceted presence in the country through our longer-term investments, innovation-sharing, and impact to local communities. We helped pioneer Malaysia’s oil and gas industry and fuelled its growth. We discovered Malaysia’s first oil onshore, then took the industry offshore, and most recently into the technically-challenging depths of Deepwater. Shell’s strong retail network fuels the journeys of millions of Malaysian motorists every day. In fact, Shell is even able to offer one of the most differentiated fuel and lubricant products, some of which were pioneered right here in the country. We fuelled the ambitions of Malaysians: whether the generations of retail business partners; thousands of Shell scholars over the years; young entrepreneurs from our LiveWire programme; or Shell staff and alumni who are Malaysian luminaries today. Shell continues to be one of the top employers in Malaysia with thousands employed in our upstream, midstream and downstream businesses, as well as in our service and support functions.

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:

Kuala Lumpur

Requirements:

What we need from you:


Significant Sales & Marketing experience in Distributor Management, with proven success in developing a profitable business.
Strong interpersonal skills and able to build constructive relationships with a deep and wide range of internal and external stakeholders.
FMCG (Cigarettes, Beer, Consumer Goods) Trade Marketing and Sales experience preferred.
Track record of working in a B2B2C environment within a competitive Lubes business complexity and culture.
Successful experience in competitive markets and consumer, B2C marketing of lubricants, industrial, automotive products.
Strategic mindset with the ability to evaluate, develop and communicate approaches in an easy to understand manner.
Leadership ability to work across diverse local, multi-cultural teams and across functions to leverage a Glocal B2B2C organization
Demonstrated knowledge and experience in the diverse skills/strategies required for rolling out/promoting value-added/new & improved products, entry into new channels and market, and collection of market intelligence.
Ability to integrate quickly with colleagues & trade partners and gain their respect and confidence within a short time frame.
Mastery in Commercial and Economic Acumen, Sales Excellence, Distributor Management, Change Management, Influencing and Delivery through others
Skill in Channel Marketing Management, Customer Offer Development, Trade Marketing Activation, Generating Insights


City, State (if applicable):

Kuala Lumpur

Company info

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