Indirect Channel Account Manager -ZKH

Profile

Shanghai, China

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

April 18, 2023

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

Purpose and Accountability

Business Overview:

Lubricants are building a highly professional, commercially focused organization. People with strong commercial skills and experience are critical to achieve our aims of building upon our marketing strength, focusing on key growth markets, strengthening the supply chain organization and accelerating the implementation of a macro-distributor model. All candidates who are able to demonstrate commerciality, coupled with LAT (Leadership, Accountability and Teamwork) behaviours are encouraged to apply.

About This Role:

To maintain and develop relationship with distributors and sell through them to grow our lubricants business by increasing volume and margin in line with business plan. Set up a robust distributor network as a solid platform for business growth

Job Accountabilities:


Exceed team and individual KPIs as set by the Regional Sales Manager
Develop and manage a distributors network to deliver Shell CVPs to final users in an efficient, cost effective, consistent and sustainable way.
Ensure that all distributors are aligned to Shell channel strategy and deliver a mutually agreed sales business plan. Leverage Shell DVP to increase distributors’ profitability and mind share to Shell.
Plan distributor/customer calls and visits to provide the appropriate level of service to distributors and customers with a focus on retaining/expanding business relationships.
Increase the value for existing Shell customers through cross, range and up selling.
Develop new opportunities with prospective customers through distributor network
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.
Plan, monitor and achieve individual sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.)
Develop, update, maintain, and communicate the distributor business plan, and manage distributor performance with Shell provided sales tools
Be responsible and proactive in HSE issue that affects the individual, the office/field environment, distributors and their customers.
Be accountable for own development plan to continuously improve competencies


Skills and Requirements

Selling and Negotiation Skill Distributor Management Skill Market Awareness Skill Customer Value Proposition Skill Leadership Attributes Knowledge

Additional Comment


Significant Sales experience, with proven success in developing profitable business.
Strong customer focus, preferably with distributors
Channel management experience.
Marketing, finance, operations and / or business knowledge very much preferred.
Strong interpersonal skills and able to build constructive relationship with customers and distributors.


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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.

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