Indirect Channel Account Manager B2C sc

5 days ago


Ho Chi Minh City, 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, on-boards and terminates distributors. Promotes Shell Value Proposition, manages value chain split between Shell, distributors and consumers, as well as cross-channel 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 value-driven 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 3-year Distributor business planning process and contract assurance through formal quarterly reviews, including but not limited to: pipeline management quality & progression, sell-through 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 "sell-through" 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



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