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Indirect Channel Account Manager B2C sc

3 months ago

Ho Chi Minh City, Ho Chi Minh, Vietnam Shell Full time

The Role:

A

JOB HIGHLIGHT:

  • Preferred living in
    Quy Nhon or Gia Lai** Province.
  • Holding at least 3 years of experience in Lubricants / Chemical Industries.

B

ACCOUNTABILITIES:

  • Recruits, onboards and terminates distributors. Promotes Shell Value Proposition, manages value chain split between Shell, distributors and consumers, as well as crosschannel conflicts.
  • Drives the business strategy through coordinating a network of distributors, establishing mutually beneficial contract frameworks and managing distributor performance.
  • Develop and implement Annual Business Plans, including Distributor Capability Assessments.
  • Ensure that distributors recruit, develop, motivate and retain a sales force through Distributor Sales Excellence implementation that delivers sustainable performance, and provide appropriate support.
  • Provide sales support by visiting distributors' key accounts and by engaging all support functions in Shell that could help deliver the customer promise.
  • Develops and sustains pipeline management activities with distributors to achieve indirect pipeline KPIs, such as: Coverage, Penetration, Throughput/Volume, Target Delivered, Pipeline Strength, Hit Rate, Customer
Churn, Cycle Time

  • Implements Distributor Value Propositions (DVP) to develop the skills of distributors, including Distributor Marketing Manager (DMM) program
  • Articulates CVPs aligned with customers' needs through appropriate presentation of products and services
  • Leverages understanding of pricing and related policies and procedures to execute mutually beneficial and valuedriven business transactions with customers.
  • Embody the Life Saving Rules, ensuring that behavior conforms to Shell's HSSE culture and policy whether at our premises, travelling or at distributor/customer sites.

C

KEY CHALLENGES:

  • Driving robust 3year Distributor business planning process and contract assurance through formal quarterly reviews, including but not limited to: pipeline management quality & progression, sellthrough
business performance, marketing calendar execution, alignment, sales capability development, supply chain management, succession planning and Distributor Offer Book.

  • Modelling and supporting Sales 1st behaviors. Move from a "sell to" to a "sellthrough" model in order to deliver top line growth.
  • Auditing, challenging and coaching the Distributor Leadership Team on key business management areas such like Finance, Sales, Marketing, Supply Chain Management, HSSE and People Management.
**Disclaimer