Indirect Channel Account Manager

Do you have a passion for Sales and Channel Management with a background in lubricants? Then, this role might be for you!

Where you fit

Shell Global Lubricants is the world’s #1 lubricants supplier and has been so for the past 15 years. We bring the Shell purpose of Powering Progress to life by producing the world’s best lubricants, driven by impeccable quality, clean innovation, and a customer-first focus.

In this role, you work with a diverse and cross-functional team including team members from Route to Market, technical, marketing, OEM. Your role is to manage industrial distributor business, grow them profitably through demand in the market and building competency of distributor team to capture these opportunities.

What’s the role?

As the Indirect Channel Account Manager, you are responsible for growing the B2B Lubricants business through our Distributor Channel and in targeted geographies and sectors by business planning and execution. You are expected to deliver top line growth by selling Shell CVPs to target sectors, in line with Shell HSSE policy and Shell General Business Principles in conjunction with RTM, Marketing and Technical, implement the Sector and Customer Strategy.

Other accountabilities are as follows:

• Develop and delivery Distributor Business plans to achieve Volume, Net Proceeds, C3, Credit DSO and Opex targets as per T&R plans for the year.
• Working directly with top big prospects, customers, OEMs and supporting cross functional team members to deliver integrated Shell CVP.
• Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Revenue and C3.
• Ensuring Working Capital discussions with distributors with accurate Sales forecasting, good credit control as focus areas and deliver business plan within Days Sales Outstanding (DSO) and Overdue (OD) % targets.
• Drive the business through SPANCOP process ensuring increase in market penetration and market share.
• Ensure business / market share growth in line with the Sector strategy. Ensure rigorous implementation of Account management and Sector strategy.
• Adhere to Sales 1st processes, tools, and gladiatorial standards. Increase the value for existing Shell customers through cross-selling and up-selling.
• Develop new opportunities with prospective customers independently and from leads developed through Prospecting.
• Develop, update, maintain, and communicate the Distributor Business Plans. Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.
• Develop and maintain good working relationships with all Support Functions Marketing – Technical / Marketing / Credit / Finance /  S&OP / Finance to improve customer satisfaction.
• Align activities with Marketing, Specialties and Technical Teams. Maintain and grow good working relationship with the assigned Distributors and customers/prospects.
• Monitor and analyse date to understand brand, product and customer performance and trends across each sector
• Work closely with the Cluster Pricing team to implement the pricing strategy and hierarchy for each sector and distributor.
• Work closely with the Cluster Product Lifecycle Manager to maintain the profitability and performance of the product portfolio
• Work closely with ICE & RTM teams to ensure alignment between direct and indirect activities/communication
• Understand and report competitor activities. Adhering to Shell General Business Principles in all transactions and conduct of business with external parties.
• Demonstrating commitment to and be responsible for HSSE and the company commitment to sustainable development; inculcating safety conscious behavior with external parties; meeting own safety targets as per the performance contract.
• Demonstrate inclusive behaviour in all aspects of the company's work, provide equal treatment to people from both genders, different cultural and backgrounds and recognize and respect different ways of thinking.
• Be accountable for own development plan to continuously improve competencies.

What we need from you

• Graduate of Bachelors in Technology or anything related with work experience of around 5 to 6 years in Channel Management and Key Account Management.
• An individual with a techno-commercial mindset and a solid financial understanding of channel vendors.
• Significant Sales experience, with proven success in developing profitable business, preferably with Channel and Customers
• Strong Customer focus
• Gained hands on experience or Skill level in:
  • Selling and Negotiation
  • Channel Management          
• Obtained knowledge or exposure among on the following sale competencies:
  • Applying Customer Value Proposition
  • Commercial & Economic Acumen
  • Value Chain Understanding
  • Managing Customer Experience       
  • Pricing & Exposure Management
  • Contract Management         
  • Applying Technical Capability
  • Generating Insights