Job Family Group :
Commercial and Retail
Worker Type : Regular
Posting Start Date : September 1, 2022
Business unit : Downstream
Experience Level :
Job Description : Job Purpose
The Indirect Channel Account Manager Role is a field based frontline sales role that agrees, monitor, and achieve sales targets for both new and existing customers (Volume, revenue margin, unit margin, Premium sales, Credit).
He / She motivates the distributors team to exceed target, manage relations, and ensure distributor profitability health.
The ICAM will be responsible for managing an existing network of distributors covering a specific geography in the B2Ci channel, delivering the aspired growth potential in the market.
The B2Ci ICAM role requires exceptional skill and focus on sales first, distributor customer portfolio / relationship management while developing strategies to penetrate more and expand sales per store type.
Coverage, penetration, and throuput monitoring, growth planning, strategic relationship mapping, strong communication skills, and a trade-focused commercial mindset are key to the success of this performance-based role.
You must strengthen the Consumer market share and Shell Lubricants brand within the respective territory through :
Develop a strategic plan of growth opportunities ( Premium Acceleration) within existing account base to support overall Consumer B2C growth aspirations.
New Business Development and Premium Acceleration of profitable and strategic volume / revenue in line with businesses objectives, rules of winning, and enterprise-first focus through P&L management.
Channel Management : Develops and manages strategic relationships with resellers, partners and distributors aiming to deliver Shell Customer Value Proposition to final users in an efficient, cost effective, consistent and sustainable way.
Ensures that all resellers, partners and distributors are aligned with Shell’s channel strategy and deliver a mutually agreed sales business plan.
Leverages Shell Value Propositions to increase resellers / partners / distributors’ profitability and mind share to Shell.
Able to competently analyses P+L reports and identify, manage, and execute on areas of underperformance
Selling : Uses a range of sales approaches, techniques and behaviors to maximize sales opportunities and improve the profitability of business.
Able to handle interactions with individuals or groups across multiple sales channels and levels to obtain commitment or agreement in a way that promotes win-win outcomes.
Leverages Shell’s E2E sales process. Proactively identifies and acts upon selling opportunities. Acts upon opportunities to up-sell, cross-sell and range-sell to existing customers.
Involves stakeholders from other Shell businesses to capture opportunities in the customer’s E2E business. Engages with internal stakeholders and facilitates discussions to resolve conflicts and deliver customer needs, while maximizing value for Shell
Value Selling : Gains customer trust and credibility through sharing business / industry insights, technology trends and leveraging them to customise value-based propositions and helping them to avoid potential issues.
Articulates the economic or technical value that an offer brings to the customer Articulates a value proposition relative to competitive solutions to customers based on different methods and tools
Negotiations : Sets clear objectives prior to the negotiation process and intentionally uses a wide range of tools to lead negotiations to a successful conclusion
Collaboration : works closely with internal functions. Lubes Supply chain, providing accurate forecasts and works closely in meeting KPIs.
Customer Operations : supports team to ensure defined Sales and OTC processes, pricing excellence, contract management, order management, billing excellence, set up and amend.
Applies knowledge of these E2E customer experience processes, including management of key process stakeholders, to achieve assigned customer service KPIs
Experience and Qualifications
With extensive experience in field sales, distributor Management experience.
Data driven and experienced in digital tools utilization and data analytics
Forecasting experience in supply chain management, Marketing, Pricing, and basic finance skills.
Has collaborative behavior and good stakeholder management.
Previous territory sales experience with Profit + Loss accountability responsibility across given territory.
Demonstrated ability to grow sales as measured by period-over-period increase.
Must be willing to work in the field. Current area of assignment is CDO / Davao
50-60% travel requirement as per the nature of the role