Indirect Business Development Manager Industry - California

Profile

135750BR

Job Title:

Indirect Business Development Manager, Industry - California

No. of Positions:

1

Job Description:

What’s the role?

The Indirect Business Development Manager will be responsible hunting and winning new businesses for the assigned markets and sectors, primarily in the distributor channel and in conjunction with select distributors, in line with volume and C3 targets, and the Indirect channel rules.

The successful candidate will maintain a healthy local pipeline (both own opportunities and through Distributors pipelines).

You will also be responsible in building strong relationships with key stakeholders to drive growth for the assigned markets and sectors.

Accountabilities:


Deliver volume/C3 new business targets in line with business objectives, including premium growth goals by new business acquisition and conversion of existing competitive gallons being sold by the distributor today to Premium and Mainline Shell products.
Regularly monitor and ensure delivery of distributor commitments, including sufficient quality and quantity of distributor sales, sales pipeline, carrying the right products, ability to sell brands and associated CVPs.
Drive focus, action planning and delivery of distributor pipeline opportunities, as well as protecting critical accounts and increasing wallet share at key Distributor accounts. Help to ensure promotional execution among select distributors.
Support pipeline fill, build own pipeline if necessary to achieve targets and manage the top opportunities within assigned markets and sectors, demonstrating sales leadership around Sales 1st (use of Salesforce for managing the opportunity pipeline).
Build the selling capabilities of select distributors, teaching them to utilize the Shell CVPs in focus sectors, enhancing sales coaching program, participating in ride-along sessions with DSRs, sales training/learning events, focusing on building self-sustainability.
Have in-depth knowledge of both commercial & technical aspects of the Sector and Products, being able to handle both the Technical and Commercial aspects of business development.
Build mindshare and relationships within assigned distributors, to deliver through others and achieve Shell growth objectives.
Work closely and effectively with key internal resources: ICAMs, Indirect Marketing, Technical, Finance, and Pricing to drive greater alignment and collaboration towards achieving sales growth goals. Close communication with ICAM to align on priorities, pipeline management, inform of key activities conducted jointly with the distributor, market intelligence and new wins.
Have an in-depth knowledge of the key local competitors and understand their strengths and weaknesses thereby exploiting opportunities arising from these. Work together with BDM community to identify trends in the marketplace, opportunities for new products and services and innovative ways to drive growth and share Best Practices.
Be responsible and proactive in HSE issues that affect the individual, the office/field environment and their customers including in depth knowledge of competition law.


Auto req ID:

135750BR

Skillpool:

Commercial Business to Business (B2B)

Country of Work Location:

United States

Employment Type:

Full Time

Company Description:

Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the world’s growing need for more and cleaner energy solutions in ways that are economically, environmentally and socially responsible. We have expertise in exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals. As a global energy company operating in a challenging world, we set high standards of performance and ethical behaviors. We are judged by how we act and how we live up to our core values of honesty, integrity and respect for people. Our Business Principles are based on these. They promote trust, openness, teamwork and professionalism, as well as pride in what we do and how we conduct business.Building on our core values, we aspire to sustain a diverse and inclusive culture where everyone feels respected and valued, from our employees to our customers and partners. A diverse workforce and an inclusive work environment are vital to our success, leading to greater innovation and better energy solutions.

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.

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 participates in E-Verify.

All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information or other protected status under federal, state or local laws.

Shell is an Equal Opportunity Employer - Minorities/Females/Veterans/Disability.

Work Location:

California - LA Lubes Plant

Requirements:

What we need from you


Must have legal authorization to work in the US on a full-time basis for anyone other than current employer.
Bachelor’s Degree required.
Minimum 5 years of experience in field sales and selling brand value
Must have experience in Industrial Lubricants sales.
CLS-STLE (Certified Lubrication Specialist- Society of Tribologists and Lubrication Engineers), and MLT (Machine Lubrication Technicians) certification a plus.
Experience working with another major oil company and/or distributor preferred.
Demonstrated success in a sales function with results driven mindset.
Ability to successfully operate with stakeholders at all levels from Shell GMs and Distributor Principals, to front line sales and customer personnel.
Previous in-depth experience of indirect/distributor channel management preferred.
Strong analytical skills.
Strong customer focus, relationship building, communication, sales coaching, decision making and commercial acumen.
Previous experience providing consultative sales support and marketing guidance to distributors and/or wholesalers.
This role will require you up to 70% of travel.


City, State (if applicable):

California, United States

Company info

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