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B2bi Sales Team Lead

3 months ago

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

The Role:

A

JOB PURPOSE:


Manage B2B Indirect Channel Account Managers (ICAMs) to deliver business objectives and targets in compliance with Shell General Business Principles and Health Safety Security Environment requirements.


B

PRINCIPAL ACCOUNTABILITIES:

1. Productivity Measures

  • Driving to meet or beat standards set out in the Global Lubricants sales targets. Driving to meet volume, Margins, premium targets as set by the GM and NSM B2B in the B2B Indirect (B2Bi) channels.
  • Drive customer satisfaction which is being monitored regularly trough customer satisfaction index.
  • Drive digitalization of ways of working by utilizing the CRM Tools especially targeting an improvement in Key Account plans and call rates. For B2Bi this includes but is not limited to the Pipeline Management Tool (PMT).
  • Drive to meet and beat Demand Forecast Accuracy targets as set by your GM & NSM B2B for the OU: 50%
  • For supervision of B2B Indirect Channel Sales Account Managers (ICAMs), in addition to the sales expectations, meet implementation deadlines and deliverables of RTM / Indirect Channel Excellence (ICE) initiatives and channel handrails, business guidance, and other applicable directives and strategy provided by the GM and NSM B2B, consistent with Shell General Business Practices (SGBP).

This includes but is not limited to:

  • Defined number of Distributors are on-boarded and have a current contract in line with approved Global Distributor/Reseller Agreement template
  • Ensure all documentation (Contract, Business Plans, etc) are correctly maintained and recorded in an auditable manner
  • Distributor Sales Representatives and Shell Account Managers are appropriated resourced, trained, and supervised.
  • Follow channel pricing strategy.
  • Conduct business reviews with each distributor quarterly attending at least 2 per year per distributor.

2. Behavioral Key Performance Indicators

  • Volume, Margins, Unit Margins, premium monthly and annual targets.
  • Performance, mindshare, and stability of B2Bi distributor network.
  • 100% HSSE & E&C record.
  • Coach direct reports to improve behavior scores (input team target scores) through effective weekly/biweekly onetoone meetings, monthly reviews, and infield coaching days. Coaching should include but not be limited to leadership, professional growth and development, and collaboration towards One Team culture.
  • In addition, ensure their team has completed applicable DICE and sales modules, and strictly follows up on coaching actions.

3. Local Measures & Performance Indicators

  • Additional locally agreed measures based on business critical local projects and/or focus on specific products and/or sectors aligned to the strategic plan.

C

REQUIREMENTS:

  • At least 7 years of experience in Industrial or Technical Sales, leadership or team management is required.
  • Handon experience in managing Distributors and growing indirect network.
**Disclaimer