Business Development Manager

Profile

, South Africa

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

February 16, 2023

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

What’s the role?

This position is a critical part of the Indirect Sales team with the objective to develop new business opportunities through the Indirect Channel working with the network (existing and new) of distributors and resellers. The main purpose of the Indirect BDM role is to drive development and identification of new network partners, identifying opportunities for growth and working with other stakeholders including Indirect Channel Account Managers on the best approach to implement this in a cost-effective manner. The position is part of the South African Indirect Sales organization.

The incumbent will lead the team on activities that include distributor pipeline, supporting customer pipeline development and working with marketing including channel excellence on ensuring we maximize value delivery for the distributors and resellers. The incumbent is expected to mitigate channel conflict and ensure that the channel’s route-to-market is aligned with the strategic objectives.

This role will require strong understanding of partner management, commercial acumen, strategic thinking and ability to influence and deliver through others.

Key Accountabilities:


Be responsible and proactive in HSSE issues affecting Shell staff and customers; consistently drive and role model Goal Zero, driving HSSE culture, near misses (NM) reporting with a Focus on Road safety
Develop, monitor and act upon Key Sales Indicators to drive commercial delivery championing Sales 1st leadership, Frontline Excellence mindset & behavior including integrating Challenger selling techniques as required
Own and drive the development of a strong distributor/reseller pipeline, identifying the best approach for integration of new partners within the existing network. Ensure clear understanding of challenges and opportunities with the main distributors through regular engagement and attendance of all review meetings;
Hunt and develop new opportunities with by developing a robust pipeline of opportunities (leveraging the PM tool), work with marketing to ensure full understanding of customer requirements and insights on current competitor landscape. Ensure development of a robust offer proposition which makes commercial sense.
Support high-value growth opportunities with the ICAMs and distributors to ensure quick conversion and delivery driving reduced cycle times.
Work with distributors to ensure a fit-for-purpose commercially driven approach as regards capability, growth (e.g. through acquisitions), maximized Return on Investment and integration of new sales channels including digital.
Align with all relevant stakeholders across the Lubricants business as well as Commercial Fuels to develop the most competitive approach on the opportunities to improve cycle time, enable robust financial resilience of the network.
Understand and adopt best practices from local and global teams on strong distributor development and management
Identify where relevant transformation requirements to win and hence the appropriate RTM approach for the customer balanced against the commercial expectations, working with the channel excellence manager and the direct sales team.


What we need from you?


Good knowledge of the Shell offer, lubricants business including Supply chain and Customer Operations
Must have a Bachelor’s degree in Engineering/Business or any similar courses.
At least 8-12 years of relevant experience.
Must have a Business Development experience
Strong external insight mindst with the ability to inquire and advocate internally and externally as well as integrate key insights into development of the customer offer
Understanding of how to prepare and develop winning customer strategies, integrate CVPs
Excellent internal and external Stakeholder management skills
Commercial mindset with the ability to close deals
The individual will need to be driven and ambitous in order to win new business but also respond to negative outcomes positively.
Strong external mindset with the ability to understand a diverse set of external stakeholders, ask questions and integrate these into the offer approach
Experience in an Oil and Gas industry is preferred but not a must
Must be knowledgeable in MS Tools


Scam Warning

Shell does not request monetary payments (e.g. insurance policy, visa/work permit, HUET or HSSE training, special job offer, etc.) for employment. Individuals who are interested in opportunities within the Shell Group will find open positions listed on the company websites ****when available.

Shell does not make use of employment forms; neither does the Company process CVs that have not been submitted through the proper websites: ****. All successful applicants who receive an offer of employment from Shell would have been required to go through a formal and transparent recruitment process.

To learn more about Shell’s recruitment process please visit our website ****.

Shell is an Equal Opportunity Employer.

COMPANY DESCRIPTION

An innovative place to work

There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you’ll add your talent and imagination to a business with the power to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently.

An inclusive place to work

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we’re 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.

Company info

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