PCMO Indirect Channel Account Manager
Shell's story in China dates back more than 100 years. At Shell China we will make sure that your ideas will travel. All of Shell’s core businesses are now represented in China. We need world-class candidates to continue our drive to innovate and answer the world’s energy needs in socially and environmentally responsible ways.
What's the role?
You will 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.
What we need from you?
To succeed in this role, you will have:
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.
More about Shell
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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.
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Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.
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