Area Sales Executive 销售经理 - Kuching, Sarawak

Summary:

• Lead and manage assigned Distributor(s), responsible for all sales of Consumer Lubricants in the region as well as Distributor Excellence to deliver better than plan results and execute 2024 Lubricants Strategy to ensure future sustainable growth and success in Malaysia by maintaining the clear No 1 market leader position.

Job Purpose:

• Deliver T&R by growing the B2C Indirect Lubricants Business via authorized Distributor(s) aligned with Lubricants Strategies to be the clear market leader in both volume and premium position by linking business plans to external alignment and shared vision.
• Review and identify distributor capability assessment - current versus future and developing actions on gap closure.
• Implement and maintain a sustainable Distributors network that complies with the Route-to-Market strategy in place (Profile, Contract, Resources, Legal) whilst keeping control of Channel Excellence and Efficiency.
• Ensure all Distributors have appropriate and legal contracts and monitor resource allocation and performance against terms and conditions as per contract.
• Responsible to coach Distributor Sales Representatives in terms of selling B2Ci channel products to trades.
• Responsible to develop the penetration of Premium products and rollout of SHARE programme to Shell BIWS (branded workshop) and IWS (Independent workshops).
• Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti-Competitor laws and other relevant Shell policies.
• Ensure delivery of sales and credit targets.
• Analyze industry, sectors, competitor and end-user activities and behavior, identify & formulate a response to opportunities & threats.
• Implement effective business plans delivery with Distributors.
• Ensure adherence to channel & geographical demarcation/Preferred-Area-of-Responsibility (PAR) policies.
• Establish, develop and manage ‘win-win’ distributor relationship by building and maintaining relationships with key stakeholders at appropriate levels with measured outcomes.
• Drive the management by ensuring each Distributor is aligned in goal, capability, business focus, and capital resources to maximize Shell business and agree on a multi year's Business Plan that is fully aligned with Shell Marketing strategy and targets, and conduct activities that will deliver performance and develop a profitable and sustainable business for both Shell and Distributors.
• Agree, monitor and drive performance for existing Distributors and contribute to overall team performance.
• Sales Productivity Performance Indicators: Distributor Business Plan Quality and Execution Effectiveness, Effective Pipeline Management (CPT), Shell Sales Effectiveness KPIs Scorecard.
• Implement Shell Distributor Value Propositions (DVP) in order to increase Mind Share to Shell from Distributors.
• Provides Support to distributors key accounts and by engaging all functions in Shell which help distributors to deliver the Trade Value Proposition (Shell Advantage).
• Provide Business Consultation to guide distributors to efficiently managing the business to drive optimal return and to audit/improve financial performance ratios for investment.
• Deliver agreed marketing programs and materials to increase the value of Shell and Distributors through the range of trade program.
• Support, Coach, Motivate and Develop Distributors Key Management Staffs to ensure capabilities development.

Requirements:

• Minimum of 3 years’ experience in Sales.
• Strong business acumen, negotiation and coaching skills.
• Strong in stakeholder management and skilled at resolving conflicts.
• Skilled in leading change and working effectively across supporting interfaces.
• Ability to build and maintain positive customer/distributor relationships and work in a team-orientated environment.
• Excellent communication and networking skills.
• Ability to be data-driven and having strong data analytics will be a strong advantage.
• Language Proficiency: English, Malay (verbal and written) & Mandarin (advantage).
• Possess a valid driving license, able to drive using own transport.