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Indirect Channel Account Manager B2B – Shell – القاهرة

The Role

Purpose

To grow indirect channel by screening for viable opportunities in B2B Industry and Commercial sectors, support existing indirect channels in their RTM approach in alignment with Shell Lubes Strategy.
To develop and manage long-term indirect channel relationships with Distributors at all level within these organizations and to co-ordinate the activities of all other Distributor Relationship Management service providers supporting the Distributors to achieve the overall sales targets and ensure that customer satisfaction and strategic alliance are achieved.

For the In-direct, the position entails the strategy alignment and Business plan completion and RTM approach


Accountabilities

  • Manage the distributor on all levels , commercial, financial, manpower, etc and agree on business plans & pipeline management methodology into the market
  • Develop SPANCOPs and support the Distributors to grow the businesses in the chosen sectors & segments
  • Support in the designing and steer indirect channels and the agreed approach strategy

  • Business Sales Processes

o Implement and maintain the Company’s standardized sales and business management processes in line with the Distributor Management Plans and deliver the sales and profitability plans for each distributor of your responsibility
o Proactively work with key service providers to ensure there is a culture of understanding and co-operation between sales and service providers, particularly when conflicts may arise from a distributors perspective.
o Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell Values and other relevant Shell policies.

  • Customer Relationship Management (CRM)

o Establish, develop and manage ‘win-win’ distributor relationships by building and maintaining relationships with key stakeholder at appropriate levels with measured outcomes.
o Drive the management of distributor relationships by;

  • Participating in customer site visits for their top/big customers
  • Delivering value propositions and account implementation plans to add maximum value to both the customer and Shell.
  • Drive the pursuit of new business through the distributor and their growth in line with the Lubes strategic direction.

  • Monitoring and Reporting

o Monitor credit receivables to ensure they stay within agreed targets for all nominated customers.
o Plan, monitor and achieve individual sales targets in line with quarterly reviews. Distributor facing time should be inclusive of CRM and new business prospecting in line with the strategic direction.
o Implement the SPANCOP process to generate prospect lists that can be viewed and monitored. Utilize the SPANCOP process to show evidence of targeting new accounts. Convert to new business and measure success of conversion rate.

  • Business Development

o Maintain in-depth and current product and industry knowledge.
o Monitor key competitors in the sector and understand their strengths and weaknesses in order to maximize sales opportunities.
o Understand and keep track of changing customer needs, customer structures and the business environment. Using specific knowledge of the customers operations and processes, develop proposals that provide significant process improvements or cost savings to the customer and profitable and sustainable business to Shell.
o Contribute to the overall planning and development of the commercial business by providing recommendations and market intelligence on business, customer, competitor and market issues to the marketing team.
o Assist in identifying new growth opportunities in line with the Lubes strategic marketing direction.
o Where applicable, leverage marketing sponsorships to network with key sector players.
o Ensure compliance with the Anti-Competitor laws and other relevant legislation at all times.
o Contribute to the development of effective teams by building and maintaining positive working relationships and demonstrating Enterprise First, Sales First (call planning, use of calendar, call reporting , POPSA..) and LAT behaviors.
o Contribute to effective team communication in all areas of interest (ie. weekly team reviews, market intelligence information etc.)
o Liaise with the Lubes technical delivery team where required to plan and co-ordinate technical resources to maximize value to Shell and the customer.

  • Behaviors

o Be responsible and proactive in Health, Safety, Security and Environment issues that affect the individual, the office/field environment and customers. Comply with HSSE policies, procedures and reporting requirements.
o Be accountable for own IDP and implement strategies to improve competencies


Dimensions

B2B Indirect Distributor Management and P/G Customers

Volume: 2-3 million Liters , 1.5- 2.2m USD


Special Challenges

  • Grow B2B indirect channel in Egypt

o Creativity in filling the customer pipeline with new customers and manage the business with a probable hit rate of 20% .

o Dynamic in coming up with new ideas to secure quick wins

o Organize periodic sales/business review meetings with rest of team to facilitate the sharing of customer information,
o Actively seek opportunities through the distributors to increase the value of new and existing Shell customers through a deep understanding (auditing) of the Customer business needs and careful planning of cross, range and up selling.
o Work with other Shell teams and third parties (e.g. Sales, Marketing, Distributors, etc.) where necessary to provide an efficient and cost effective service to the customer, in order to generate additional margin via new service offerings or reducing the cost to serve
o Be a dynamic team player willing to pursue an aggressive sales plan in a competitive environment
o Update information in the appropriate CRM systems
o Bring Distributors to the desired professional levels while adopting the structured approach and Sales 1st behaviors


Additional comments

This job requires skills in demonstrating commerciality, coupled with LAT (Leadership, Accountability and Teamwork) behaviors. A good overall understanding and a min of 6 years sales experience of the Lubricants business, predominantly in managing Indirect channels with direct sales experience


Experience and Qualifications required

o University degree or above with >6 years experience in sales direct/indirect key accounts or front line sales role.
o Understand Distributor Management in terms of selling through concept implementation in delivery of results as opposed to just to selling to distributors.
o Strong analysis and problem solving ability.
o Track record in delivering results and achieving business/sales targets through others.
o Drive, self-motivated, high on achievement; result-oriented, able to work under pressure and a clear challenger .
o Working knowledge of B2B sectors and distribution channels
o Demonstrated ability to identify and improve service offerings in line with customers operations and processes.
o Ability to build and maintain positive distributor relationships and work in a team-orientated environment.
o Strong negotiation skills that support gaining a growing mind share at Distributor end.
o Previous experience in managing complex stakeholder issues and complex account plans highly desired.
o Excellent communication and networking skills.
o Demonstrates a good knowledge of HSSE standards and practices
o Can communicate in English (writing and/or conversation). Arabic is a plus
o Good PC skills


Key Competences required

Competence Level

Demonstrated evidence of Enterprise first values and behaviours will be taken into account during the selection process.

Builds Shared Vision Awareness

Champions Customer and Stakeholder Focus Skill

Maximizes Business Opportunities Skill

Demonstrates Self Mastery

Awareness

Displays Interpersonal Effectiveness

Awareness

Demonstrates Courage

Awareness

Motivates, Coaches and Develops Skill

Values Difference Awareness

Delivers Results Through Others Skill

Selling & Negotiating Skill

Customer Relationship Management Skill

Market Awareness Skill

Customer Value Proposition Skill

Distributor Management Skill

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 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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