Channel Account Manager B2B

Profile

, India

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

Business unit:

Experience Level:

Experienced Professionals

Job Description:

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 will deliver top line growth by selling Shell CVPs to preferred segments through a network of selected, committed, structured and profitable Distributors, in line with Shell HSSE policy and Shell General Business Principles.

What’s the role?

As Channel Account Manager for B2B, you will manage all Distributors as profit centres by adding value to their business with a partnership and process driven approach, by creating cross-functional business linkages with them, and by making them considering Shell as their preferred business partner.

Further accountabilities are as follows:


Ensure that Distributors recruit, develop, motivate, and retain a sales force that delivers sustainable performance and provide appropriate support for grooming sales of the distributors.
Ensure implementation and growth of CPT for the territory through usage of tool Pipeline Manager and constructive reviews of the tool with MILO, WILO, DILO.
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.
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: CPT, Business Plan quality, SPANCOP pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Indirect Channel Efficiency, and Revenue and C3 per Distributor.
Implement Shell Distributor Value Proposition (DVP) in order to increase Mind Share to Shell from Distributors such like:
Provide Sales Support by visiting Distributors key accounts and by engaging all functions in Shell that could help at delivering customer promise. Act as business consultant, to efficiently manage relations with the Distributors and to audit/improve financial performance ratios 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. Successfully migrate profitable accounts from Shell to Distributors control
Ensure linkages with marketing team by implementing Marketing Plan (CVP, Pricing, Brand & Communications campaigns) and by monitoring and reporting market trends and competition initiatives, strengths, and weaknesses.
Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve Distributors and Customers satisfaction.
Link business plans to external alignment and shared vision. Review and identifying distributor capability assessment current versus future and developing actions on gap closure.
Bring passion to excel among the distributor team members by improving their morale and guiding them from personal experience of strong selling and negotiation.
Guide and coach a set of experienced DSM in reviews, data analysis, and leading their team to success.
Analyse, plan, guide and support distributor in improving their profitable business and improve to a healthy ROI using analytical and financial acumen.
Drive and review CPT through Pipeline Manager tool usage of entire distributor sales staff of people with execution excellence.
Train, coach and motivate sales team of distributors on technical, selling and negotiation skills to improve sales team’s conversion ratios in targeted sectors.
Lead and support marketing technical team in developing a local CVP for LGS segments Lead and support distributor in conversion of large OEMs from for initial fill and aftermarket sales.


What we need from you


Graduate of Engineering & Management degree an advantage
Minimum of 6 years of exp in Industrial product sales.
Significant Sales experience, with proven success in developing profitable business
Channel Management and Business Development experience in Engineering/Industrial product sales.


COMPANY DESCRIPTION

Shell is a global energy company where we work towards powering progress through more and cleaner energy solutions. We use advanced technologies and take an innovative approach to help build a sustainable energy future. In India Shell has its businesses footprint in Information Technology, Projects & Technology, Finance Operations, Integrated Gas, Downstream & Upstream spread across more than 7 main locations.

An innovative place to work

Join us and you’ll be adding your talent and imagination to a business with the ambition to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part.

An inclusive place to work

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment – one where you can express your ideas, extend your skills and reach your potential…

We are creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we’ll take it from there. We are striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity. We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.

A rewarding place to work

As an equal opportunity employer, combining our ideas through a creative, collaborative environment and global operations – we have developed and will continue to nurture a unique workplace with an impressive range of benefits to ensure that joining Shell is an inspired and rewarding career choice for everyone.

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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 Shell/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.

According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

Company info

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