B2B Indirect Channel Account Manager

Profile

, Indonesia

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

January 5, 2023

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

What’s the role?

Your key accountabilities include the following:


Agree, monitor, and achieve own and sales team targets for both new and existing Distributors and be accountable for the overall team performance.
Ensure that Marketing plan and RTM Route to Market strategy are converted into goals, objectives, and planned activities among the team.
Monitor and challenge performance delivery using KPI and MYR Mid-year process and manage individuals' performance on a regularly basis.
Ensure effective use of Sales 1st, Shell Lubes Distributor program (SLDP), Price Management, Logistics and Sales Operation and Customer Promise processes and tools to ensure Shell is providing the optimized level of service to both distributors and support functions.
Lead by example. Implement Shell Distributor Value Proposition (DVP) to increase Mind Share to Shell. Provide Sales Support by visiting distributors' key accounts and by engaging all functions in Shell that could help in delivering customer promise.
Act as business consultant to efficiently manage relations with the Distributors and to audit/improve financial performance ratios.
Deliver agreed marketing programs and materials to increase the value to Shell and Distributor through a range of cross-sell, up-sell and new-sell activities Ensure that each Distributor agrees to and achieves a stretch multi-year business plan, with a special focus on financial capacity and performance.
Review and identify distributor capabilities and develop actions on gap closure Check Financial ratios and performance of Distributors for network sustainability and loyalty and risk control efficiency.
Ensure that Distributors recruit, develop, motivate, and retain a sales force that delivers sustainable performance and provides appropriate support.
Identify what drives Distributors and what Shell can offer as a DVP to ensure a competitive edge and a high mindshare to Shell.
Co-develop with Marketing a Distributor Value Proposition that provides Shell a competitive advantage.
Together with the Direct Sales Team Leaders, determine the most appropriate route to market, how to manage the small Shell direct accounts, and manage sales, channel, and XC/LoB conflicts.
Ensure Internal alignment between Sales, Marketing and RTM team, understanding of roles and accountabilities, getting adequate supports from the team, and developing fit-for-purpose implementation programs.
Develop and maintain good working relationships and processes with all Support Functions to assist sales in resolving complex issues and improve distributor satisfaction, entrepreneurship, and loyalty.


What we need from you

To succeed in this role, you will have:


Bachelor’s degree in Mechanical/ Chemical Engineering or equivalent.
Minimum 6 years relevant experience in B2B Sales, from industrial sector would be an advantage.
Strong Customer focus, preferably with Key Accounts and Distributors.
Excellent interpersonal skills and able to build constructive relationship with customers and distributors.
Fluent in both Bahasa and English communication skills.


Company Description

Shell began operations in Indonesia more than 100 years ago and can look back on a rich history with Indonesia. At Shell Indonesia, we believe that diversity is key: it will help our drive to innovate and make sure that our employees’ ideas will travel. We offer an exciting platform from which you can deliver and excel. Shell Indonesia manages business operations that include marketing and trading oil products directly as well as through its appointed distributors. In 2006, Shell started its Commercial Fuels business in Indonesia: we provide bulk fuels and related technical support to the Industrial and Transport Sector. Shell Indonesia is also planning to establish a significant presence in the upstream sector.

An innovative place to work

There’s never been a more exciting time to work at Shell.

Join us and you’ll be adding your talent and imagination to a business with the ambition to shape the future – whether by investing in oil, gas, and renewable energy to meet demand, exploring new ways to store energy, or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part.

An inclusive place to work

To power progress, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment – one where you can express your ideas, extend your skills, and reach your potential.


We’re 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’ll take it from there.
We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.
We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.
We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.


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’re huge advocates for career development. We’ll 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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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.

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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