Indirect Channel Account Manager B2B

Profile

131637BR

Job Title:

Indirect Channel Account Manager B2B

No. of Positions:

1

Job Description:

Make a Difference

If you are a Sales savvy with experience in handling and partnering with distributors, pricing and channel development, this is your chance to be part of Shell Malaysia.

What's the role?

As the Indirect Channel Account Manager, you will be leading our efforts to engage Key Distributor Partners to drive B2B Indirect Channel Recovery through shifting to a Sellout Focused strategy and execution:


Partnering with Distributors to grow market share - by engaging Distributors to obtain buy-in and support on data collaboration to measure performance,
Responsible for detailed daily monitoring and tracking of business KPIs (eg AMS, sellout run rates by runner SKUs, CPT, DSR visits, OWL) with clear identification of gaps and actions needed to address gaps
Work closely with ICE to establish true market potential and Distributor Hyper care/New Distributor Pipeline Building to manage Shell's RTM
Collaborate with Pricing/Trade/Brand Marketing and Technical to deliver value selling, differentiation, competitively priced offers vs competition with joint sign off and ROI tracking.


Key Accountabilities:


Conduct physical stock-take at distributors warehouse to establish actual distributor inventory for each SKU before 31Dec every year and at the end of each quarter during the year. Ensure sign off by Distributor Owner and Finance.
Collaborate with ICE to establish the true market/sector potential (Unvalidated Universe) for Distributor PAR using leads generation/market census. Work with ICE/Marketing to cascade the Distributor Business Plan in 2020 based on the new rebate house framework and understanding of the importance of data collaboration going forward to measure sellout performance.
Lead growth in Coverage/Penetration/Throughput (CPT) by monitoring daily DSR visits and the effectiveness of sales calls to potential targets using PANOL (Open/Win/Lose). Ensure detailed by DSR/by SKU performance tracking through manual/data sharing or usage of Shell's SFA/DPMS system. Establish Distributor true sell-out run-rate vs market potential and action plans required to grow market share with ICE/Marketing. Detailed daily monitoring and tracking of business KPIs (AMS, sellout run rates by runner/non-runner grades, CPT, DSR sales effectiveness, OWL) and identify gaps/actions needed to close gaps against targets set.
Collaborate with Pricing to establish Shell's products sold are net-price competitive to the market. Collaborate with Trade Marketing to design and deliver attractive volume-driving and premiumization Trade Offers to capture more market share.
Ensure Distributor Rebates/Marketing activation/Incentive programs are jointly reviewed and signed off with Trade Marketing/Finance before reimbursement is issued to Distributors with clear ROI measured against plan.
Work closely with Brand Marketing and Technical to deliver differentiated B2B services, including training/coaching DFLTS, generate new DVRs to win Big5/Top5 in Dist Pipeline using Value Selling.
Ensure Quarterly Distributor Business Reviews addresses gaps in Distributor Business Performance and concrete actions to be taken to address those gaps. Activate Hyper care support from internal Shell teams/Leadership if needed through transparent communication on key challenges and solutions required. Work with ICE to build a pipeline of backup Distributors to take over if existing Distributors Performance does not meet plan even after Hyper care and realistic Distributor Capability Assessment.
Managing channel conflict with Direct Customers/Direct Resellers through control over Nett Pricing standardization between Direct KA and PM/EM with Pricing/ICE support.


Auto req ID:

131637BR

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 experience in FMCG/related Distributor Management, with proven success in developing a profitable business.
Strong interpersonal skills and ability to build constructive relationships with Local Trade customers and Distributors.
FMCG (Cigarettes, Beer, Consumer Goods) Trade Marketing and Sales experience preferred.
Local Channel Management, Finance Operations, and Business Knowledge background will be helpful.
Mastery in Selling and Negotiation, B2B Trade/ Channel Management, Sales Excellence, Distributor Management, Key Account Management, Commercial and Economic Acumen,
Skills in Customer Value Proposition, generating insights, value Chain Understanding, Pricing and Exposure Management, Contract Management, Applying Technical Capability, Change Management and Influencing and Delivery through others.


City, State (if applicable):

Kuala Lumpur

Company info

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