Indirect Channel Account Manager-South

Profile

Guangdong, China

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

September 23, 2021

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

Where you fit in?

Lubricants are building a highly professional, commercially focused organization. People with strong commercial skills and experience are critical to achieve our aims of building upon our marketing strength, focusing on key growth markets, strengthening the supply chain organization, and accelerating the implementation of a macro-distributor model. All candidates who can demonstrate commerciality, coupled with LAT (Leadership, Accountability and Teamwork) behaviours are encouraged to apply.

What’s the role?

To maintain and develop relationship with distributors and sell through them to grow our lubricants business by increasing volume and margin in line with business plan. Set up a robust distributor network as a solid platform for business growth.

Specifically, your key responsibilities will include:


Exceed team and individual KPIs as set by the Regional Sales Manager.
Develop and manage a distributors network to deliver Shell CVPs to final users in an efficient, cost effective, consistent, and sustainable way.
Ensure that all distributors are aligned to Shell channel strategy and deliver a mutually agreed sales business plan. Leverage Shell DVP to increase distributors’ profitability and mind share to Shell.
Plan distributor/customer calls and visits to provide the appropriate level of service to distributors and customers with a focus on retaining/expanding business relationships.
Increase the value for existing Shell customers through cross, range and up selling.
Develop new opportunities with prospective customers through distributor network.
Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.
Plan, monitor and achieve individual sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.).
Develop, update, maintain, and communicate the distributor business plan, and manage distributor performance with Shell provided sales tools
Be responsible and proactive in HSE issue that affects the individual, the office/field environment, distributors, and their customers.
Be accountable for own development plan to continuously improve competencies.


What we need from you?


Significant Sales experience, with proven success in developing profitable business.
Strong customer focus, preferably with distributors
Channel management experience.
Marketing, finance, operations and / or business knowledge very much preferred.
Strong interpersonal skills and able to build constructive relationship with customers and distributors.


Our values

Shell is a company with shared values. Honesty, integrity, and respect aren't simply a strapline: they are a part of everything we do. What's more, Shell is an equal opportunities company, and we place the highest possible value on the diversity of our people and our inclusive approach.

Join us and you’ll belong to a world where you can feel pride in your achievements and propel your career with global opportunities!

An innovative place to work

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 renewables, 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 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 striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity. We've retained our title as a top employer for women in India for past 3 consecutive years since 2016.
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

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.

Through all of this, and combining our ideas through a creative, collaborative environment and global operations – we have developed and will continue to nurture a unique workplace with an impressive range of benefits to ensure that joining Shell is an inspired and rewarding career choice for everyone.

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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 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.

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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