Shell Marine Channel Development Manager

Profile

, Singapore

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

May 19, 2022

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

Position information

Anticipated country of employment

Virtual – preference given to a marine hub

General Position Definition

Power progress by providing marine solutions to customers’ decarbonization goals, making voyage more predictable, efficient and cleaner.

Shell Marine is a global business, we supply lubricants to the marine sector with a presence in 710 ports and 61 countries, serving over 10.000 vessels per year. Shell Marine is on a growth journey, target to double it’s profitability and become NO. 1 brand voice by 2025 through drive integration and collaboration internally and externally to deliver profitable and sustainable value growth.

Around 40% of Shell Marine’s C4 is delivered from the local Markets, served through indirect channels via over thirty Distributors in in over 60 countries. This base has grown gradually over the years and is managed by the regional sales organizations. As a result, the landscape is very divers and not much global alignment happen. This offers the opportunity for the successful candidate to build a robust global framework, applying DICE and use develop a global management and training framework to accelerate local Marine growth.

Position description - Purpose

This role is responsible for developing a compelling, cutting edge and competitive package for indirect channels effectively using global, local best practice and external insights to ‘package up’ a winning value proposition which maximize performance of existing distributor networks and expand market coverage through right channel choice and partners in key growth markets.

This position requires the successful candidate to work effectively with the account managers responsible for the local markets. The objective of the role is to build this package based on a historically grown existing indirect channel landscape and shape and align it for future growth, all by creating global synergies whilst keeping the flexibility to respond to the different requirements of the various local markets.

Another important part of the role is to ensure that our contracts are in line with Shell’s ABC and TC standards and relevant governance is in place.

Very high strategic value to Marine and critical to the future of a successful growth of Marine’s indirect business.

Position description - Accountabilities


Build world leading cutting edge Marine value propositions for the indirect channel
Effectively think about scaling the key principles across various indirect channels.
Work effectively with local markets – leading forward based on their needs. Encourage differences and learn by doing rather than by design.
See what currently available as best practice is and combine that with external insights and push development where needed.
Work together with rest of the Marine organization to ensure that implementation of value proposition across channels is the norm. Represent the indirect channels in these discussions.
Determine content as well as processes that need to improve/ change/ go in order to be successful. Challenge existing conceptions. Push the boundaries.
Contractor management. Identify the right partners and manage them successfully within budget to completion.


Position description - Dimensions

C5 Margin: > 60M US$

Position description - Special Challenges

The position offers the opportunity to expand existing knowledge and talent and scale it globally. Analyzing and understanding a complex and diverse indirect channel landscape globally requires very robust analytical skills, a good understanding of the existing structure and lot of curiosity to look behind the current historically grown setup and understand the dynamics and underlying causes in order to align where synergies and values can be created and remain flexible to respond to various local needs and requirements.

Experience and Qualifications required

We are looking for an exceptional individual with a track record of high performance, conceptually and creatively strong that likes delivering under difficult circumstances and actively seeks out challenges and opportunities.


Have a feel and liking for people. How they reason, how they think and what gets them switched on.
Very strong commercial mindset and Business acumen. Strong appetite for growth and achieving the improbable.
Creative and conceptual. Be able to build a compelling strategy package that allows Marine to significantly grow the value from the indirect channel.
Enthusiastic and passionate. Genuine desire to have a positive impact and improve the business.
Curious. Keen to understand what is out there, keep track of how others are doing it and understanding the principles at play.
Practical. Not being dogmatic ‘means focused’ but commercially ‘outcome focused’.
Open minded. Valuing input and challenges from wider team and leveraging considerable knowledge available.
Proven track record, preferably in marketing and in operations.
Proven track record in global marketing organization.
Experience with knowledge transfer and package development. For instance, in training or learning or development of a global program.


Work Pattern

Standard but as the role involves working with a virtual global team and regular interaction with the regional based teams, it is expected that the incumbent will manage time flexibly to accommodate need to be in contact with all time zones as and when required.

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DISCLAIMER:

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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