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Account Manager


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Account Manager

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Reference ID R50460 Updated 25/11/2021 Employment Type Full time Experience level Experienced Professionals
Country China, China City/State , Beijing Work Location , Beijing

The Role

What's the role?

You will be responsible for indirect channel sales, 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.

Your accountabilities include:

  • Moving Sales from "sell to” to "sell-through” in order to deliver top line growth.

  • Selecting, recruiting, onboarding, and terminating Channel Partners according to RTM plan.

  • Ensuring that Distributors are structured and organized to offer Shell CVP and deliver customer promise to targeted segments in a way that create new business and maintain/develop existing accounts.

  • Leveraging DVP components according to Distributors expectations and motivations in order to maximize Mind Share.

  • Ensuring internal alignment between Sales, Marketing and RTM team, understanding of roles and accountabilities, getting adequate supports from the team and developing fit for purpose implementation programs.

  • Coaching and joint-visiting Distributors SM and Reps to monitor and support implementation of sales processes (SPANCOP …), to develop Selling and CVP competencies and to provide Sales support for Distributor’s key accounts.

  • Assessing Distributors staff core competencies and arrange training and coaching action plan accordingly. Deliver operational training to Sales Staff on Shell CVP, SPANCOP, Selling Skills.

What we need from you?

We hope to find the following capabilities and skills:

  • Excellent analytical skills and business risks control capability, Competence Level Demonstrated evidence of Enterprise first values and behaviors will be taken into account during the selection process.

  • Selling & Negotiating Skill, Customer Relationship Management Skill.

  • Strong ability to develop, maintain relationship with both external and internal stakeholders, excellent analytical skills and business risks control capability Skill.

  • Customer value proposition skill displays interpersonal effectiveness knowledge

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. 

An innovative place to work

There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

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’re 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’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.

  • We’re 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

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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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