Indirect Channel Account Manager India
With nearly US$1 billion invested already Shell is the only global integrated oil major to have a fuel retail license in India. Besides being a major private sector supplier of crude, products, chemicals and technology to public/private sector oil companies, Shell also has key interests in lubricants, bitumen and LPG while operating an LNG receiving and re-gasification terminal, as well as a significant Technology center and a financial shared services center. India has been a focus country for investments from the global Shell Foundation, which has committed resources across seven programs and has already spent over USD5.5 million to date impacting more than 1,19,000 households and 195 entrepreneurs.
Responsibilities:
1. Implement and maintain a sustainable Distributors network that complies with the Route to Market strategy in place (Profile,Contract,Resources,Legal) whilst keeping control of Channel Captaincy. Ensure all Distributors have appropriate and legal contracts and monitor resources allocation and performance against terms and conditions
2. Ensure that Distributors recruit, develop, motivate and retain a sales force that delivers sustainable performance and provide appropriate support.
3. Ensure each Distributor is aligned in goal,capability,business focus and capital resources to maximize Shell business and agree a multi-yearly Business Plan that is fully aligned with Shell Marketing strategy and targets,and deliver activities that allow to deliver performance and to develop profitable and sustainable business for both Shell and Distributors.
4. Agree,monitor and achieve targets using SLDP tools,for both new and existing Distributors and contribute to the overall team performance:
- Financial performance indicators: Volume,Revenue,C3,Credit DSO and Controllable Costs
- Sales Productivity performance indicators: Business Plan quality,SPANCOP pipeline Strength,Target Delivered,Hit Rate,Cycle Time,or Shell DRILL for B2C Customer Churn,Indirect Channel Efficiency,and Revenue as per Distributor.
5. Implement Shell Distributor Value Proposition (DVP) in order to increase Mind Share to Shell from Distributors such like:
a. Provide Sales Support by visiting Distributors and key accounts and by engaging all functions in Shell that could help at delivering customer promise.
b. Act as business consultant,to efficiently manage relations with the Distributors and to audit/improve financial performance ratios
c. Deliver agreed marketing programs and materials to increase the value to Shell and Distributor through a range of cross-sell,up-sell and new-sell activities.
d. Successfully migrate profitable accounts from Shell to Distributors control
6. Ensure linkages with Marketing team by implementing Marketing Plan (Customer Value Preposition,Pricing,Brand & Communications campaigns) and by monitoring and reporting market trends and competition initiatives,strengths and weaknesses. This will need to be done along with Regional Marketing Manager;
7. Be responsible and proactive in Health Safety issues that affect the individual,the office/field environment and their Distributors and Customers.
8. Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve Distributors and Customers satisfaction.
9. Link business plans to external alignment and shared vision. Review and identifying distributor capability assessment current versus future and developing actions on gap closure.
Requirements:
- Graduate in Science or Commerce/ Bachelors in Engg or MBA(Marketing) or both
-Proven experience in the channel sales business in the Lubricants/Paints/Cement/Automotives or Consumer products industry(Atleast 3-5 years)
-Strong Customer focus, preferably with Key Accounts and Distributors
-Strong interpersonal skills and able to build constructive relationship with customers and Distributors
-Local candidates having knowledge of Tamil will be preferred.
-Candidates with prior experience of working in Tamil Nadu will be preferred.
Application Deadline: Wednesday 04 April 2012
Number of Vacancies: 1
Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date.
Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world.
The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand.
Shell is an Equal Opportunity Employer.
Responsibilities:
1. Implement and maintain a sustainable Distributors network that complies with the Route to Market strategy in place (Profile,Contract,Resources,Legal) whilst keeping control of Channel Captaincy. Ensure all Distributors have appropriate and legal contracts and monitor resources allocation and performance against terms and conditions
2. Ensure that Distributors recruit, develop, motivate and retain a sales force that delivers sustainable performance and provide appropriate support.
3. Ensure each Distributor is aligned in goal,capability,business focus and capital resources to maximize Shell business and agree a multi-yearly Business Plan that is fully aligned with Shell Marketing strategy and targets,and deliver activities that allow to deliver performance and to develop profitable and sustainable business for both Shell and Distributors.
4. Agree,monitor and achieve targets using SLDP tools,for both new and existing Distributors and contribute to the overall team performance:
- Financial performance indicators: Volume,Revenue,C3,Credit DSO and Controllable Costs
- Sales Productivity performance indicators: Business Plan quality,SPANCOP pipeline Strength,Target Delivered,Hit Rate,Cycle Time,or Shell DRILL for B2C Customer Churn,Indirect Channel Efficiency,and Revenue as per Distributor.
5. Implement Shell Distributor Value Proposition (DVP) in order to increase Mind Share to Shell from Distributors such like:
a. Provide Sales Support by visiting Distributors and key accounts and by engaging all functions in Shell that could help at delivering customer promise.
b. Act as business consultant,to efficiently manage relations with the Distributors and to audit/improve financial performance ratios
c. Deliver agreed marketing programs and materials to increase the value to Shell and Distributor through a range of cross-sell,up-sell and new-sell activities.
d. Successfully migrate profitable accounts from Shell to Distributors control
6. Ensure linkages with Marketing team by implementing Marketing Plan (Customer Value Preposition,Pricing,Brand & Communications campaigns) and by monitoring and reporting market trends and competition initiatives,strengths and weaknesses. This will need to be done along with Regional Marketing Manager;
7. Be responsible and proactive in Health Safety issues that affect the individual,the office/field environment and their Distributors and Customers.
8. Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve Distributors and Customers satisfaction.
9. Link business plans to external alignment and shared vision. Review and identifying distributor capability assessment current versus future and developing actions on gap closure.
Requirements:
- Graduate in Science or Commerce/ Bachelors in Engg or MBA(Marketing) or both
-Proven experience in the channel sales business in the Lubricants/Paints/Cement/Automotives or Consumer products industry(Atleast 3-5 years)
-Strong Customer focus, preferably with Key Accounts and Distributors
-Strong interpersonal skills and able to build constructive relationship with customers and Distributors
-Local candidates having knowledge of Tamil will be preferred.
-Candidates with prior experience of working in Tamil Nadu will be preferred.
Application Deadline: Wednesday 04 April 2012
Number of Vacancies: 1
Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date.
Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world.
The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand.
Shell is an Equal Opportunity Employer.
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