Indirect Channel Account Manager B2B

**The Role**:
**PRINCIPAL ACCOUNTABILITIES**:
**1. Sales Operations Planning and Execution**
- Develop annual business plan per distributor to ensure delivery of business objectives and targets and develop annual sales plan with list of sales activities to be generated incremental volume to meet with annual business plan
- Ensure delivery of sales and credit targets
- Provide sales forecast to ensure sufficient product supply in the area assigned

**2. Pricing Strategy and Execution**
- Support and feedback to Pricing Manager on market and customer pricing in developing appropriate pricing strategies
- Ensure strict adherence to resultant mandates to minimize cross channel conflicts

**3. Distributor Management**
- Conduct monthly and quarterly business review with distributor sales managers and derive necessary corrective actions plan.
- Analyze distributors€ financial performance in term of pricing, margin, portfolio, inventory, credit and risk.
- Handle and resolve problems and complaints including channel conflicts, advise dealers on market conditions, wholesale, and end-user accounts.
- Lead or participate in monthly distributor sales team meeting to debrief sales performance and conclude any corrective actions plan.
- Implement SLDP (Shell Lubricants Distributor Programs), including MMIS (Management Information System).
- Optimize Distributors Network in accordance to the RTM strategy - Provide input to STL for necessary recruitment of distributors or new channel players and assess their capabilities.
- Review FSV ( Fair Share Value) of Shell Distributors to ensure alignment in the market
- Support Cluster ICE (Indirect Channel Excellence) manager on network strategy, Global RTM initiatives
- Build strong CRM activities via the distributors to ensure customer loyalty and preference to Shell
- Ensure sufficient resources (manpower for DSM, DSRs, D-FLTS etc., and adequate investment) by distributors

**4. Technical Support**
- Develop and train the D-FLTS (Distributors Front Line Technical Service) for the distributors, with support from the LTC
- Plan and execute technical programs vis the D-FLTS such as DVRs, lubes survey, plant audit, technical seminars, and other related CVPs.

**5. Marketing Support**
- Support respective marketing managers on 12 month marketing calendar promotions. Ensure synergy & fit with other channels
- Implement global/cluster marketing initiatives on time & on cost
- Collect competitor information from the fields which will be a basis for analyzing pricing list, trade promotion, and discount scheme to be compared with our programs. Then, to propose ad-hoc promotion properly in order to ensure corrective actions to achieve sales target and to assess the effectiveness of trade promotion to complete review or learning of its overall effectiveness.
- Ensure timely sharing of brand communication and information

**6. HR & Sustainable Development**
- Coach and train distributor sales force for competencies to deliver business plan.
- Ensure up-to-date products knowledge and selling skills of the distributor sales team.
- Leadership in cross business peers coaching and mentoring to ensure strong team work
- Review and institutionalize business process ( DPMS Distributors Management System, PDA licenses, Distributor Performance Scorecard etc)

**7. Work closely with other businesses**
- Marketing/technical to develop fit-for-purpose DVPs/CVPs and CRMs
- S&OP/LSC to ensure product availability via S&OP process such as Demand Forest and Short-term adjustment
- Direct channel AMs to maximize channel benefits
- HSSE/ABC/Competition Law
- Ensure adherence to all HSSE policies and relevant laws

**KEY CHALLENGES**:

- To grow new prospects as assigned and retain key accounts profitably.
- Management of complex circumstances
**Disclaimer