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PoDer Sales Manager, China

Shanghai - The Hub

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PoDer Sales Manager, China

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Reference ID 142416BR_EN Updated 09/07/2020 Employment Type Full Time Experience level Experienced Professionals
Country China City/State Shanghai - The Hub Work Location Shanghai - The Hub

The Role

What's the role?

The PoDer Sales Manager's role is responsible for key markets in China for PO & Derivative products including Slab Polyol, EO-tipped Polyol, and develop new grades in those two market as well. Shell has a strong position in key markets and has successfully started RMB business for Slab Polyols and EO-tipped Polyols, both with direct customers and via distributors. For other products, Shell is doing USD business model via remote sales model from Singapore or Europe. The incumbent will achieve sales volume and margin targets as agreed with respective product managers through direct and indirect channels.

Some of the key accountabilities and responsibilities of this role are:
  • To contribute in the development of regional business and product strategies and to implement the same for direct and indirect accounts.
  • To achieve annual targeted volume/s, margin/s (including implementation of the product line sales pricing guidelines) and other KPIs agreed with the Product Line Commercial Manager for the assigned products / direct & indirect accounts.
  • Understand product end use, commercial, technical and service requirements and develop account plans for key direct accounts and work with distributor for key indirect accounts to address them. This includes working closely with various functional teams like HSSE, credit, supply and the Marketing Technical Service team to meet the agreed value propositions.
  • Work with distributors on customer segmentation to develop / implement appropriate service offerings or value propositions via appropriate account plan, and create flexibility for China volume movements.
  • Keep regular co-visit to distributor’s customers and have a close view of their markets.
  • To renew appropriate Sales or Distributor Agreements following the Shell Chemicals ACE Contracting Process.
  • To work with the team under guidance from Product Manager / Commercial Managers on market development for new grades.
  • To work with PM and China team on weekly SCP (Shell Contracting Price) discussion and confirmation.
  • To provide Product manager and Supply with accurate rolling sales forecast (volume and pricing / margins) and flag under-lifting early; appropriately network with sales personnel from other regions to share market info and best practices.
  • To obtain vital market intelligence, competitor activities, market trends, etc and provide appropriate feedback to the Product Managers / Commercial Manager.
  • Work closely with and positively influence Supply Chain & Customer Services Team to ensure end to end enterprise value is maximized with optimal customer satisfaction to beat the competition.
  • Promote e-business e.g. Customer Portal, etc.
  • Evaluate existing and new customer / distributors credit worthiness / financial risk together with credit team so as to propose appropriate financial exposure for each account.
  • To ensure that trade receivables are cleared on time and credit exposure / risk is managed at a minimum.
  • Achieve and maintain excellence and leadership in HSSE by implementing the HSSE MS for assigned customers / region.
  • assessment prior to first delivery (& then regular review / update).
  • Actively support and participate in developing options to increase AP margin by improving Cost to Serve.
  • Actively lead or support some customer event or projects, eg.PU China, China distributor day, etc.

What we need from you
  • Must be a seasoned commercial professional.
  • Good communication skill with external-focus mindset.
  • Fluent in English (verbal and written).
  • Exposure to a highly competitive B2B environment / customer relationship mgt, and B2B sales experience is preferred.
  • Exposure to petrochemical industry would be an added advantage.
  • Exposure to International Trade (Incoterms, Trade Finance, UCP 600, Contract Law, Export Regulations / GEC, Competition Law, Transfer Pricing Guidelines, etc) would be an added advantage.
  • Exposure to ERP systems like SAP, etc. would be an added advantage.
  • Basic excel and analyses skill.

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.

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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