Indirect Channel Account Manager B2C

Indirect Channel Account Manager B2C

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Locations: Kuching - Sarawak Area Office, Kota Kinabalu – Plaza Shell

Time Type: Full time

Posted On: Posted 11 Days Ago

Job Requisition ID: R154750

Business Unit: Downstream and Renewables

Experience Level: Experienced Professionals

Job Description:

Make a Difference

If you are sales savvy with experience in handling and partnering with distributors, marketing, and channel development, this is your chance to be part of the B2C Indirect Channel Transformation Journey.

Where You Fit In?

As B2C Indirect Account Manager for East Malaysia, you are accountable and responsible for achieving B2C Indirect lubricant product and premium sales volume and profit targets annually as well as market development through appointed distributors, trades, workshops, new channels, and consumers in Sabah and Sarawak while adhering to Shell Health, Safety, Security, and Environment rules and general business principles.

Lead and work together with related business functions (Marketing, ICE, Finance, Credit, CO, LSC, Logistic, Technical, HR, HSSE, CP, CX, and Legal) to develop the market and appointed distributors.

What's the role?

As the Indirect Channel Account Manager, you will lead efforts to engage Key Distributor Partners to drive B2C Indirect Channel Ultimate Potential through shifting to a Sell-out Focused strategy and execution:

1. Deliver T&R by growing the B2C Lubricants Business via authorized Distributors aligning 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.
2. Review and identify Distributor Capability Assessment - current versus future and developing actions on gap closure.
3. 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.
4. Ensure all Distributors have appropriate and legal contracts and monitor resource allocation and performance against terms and conditions as per contract.

Key Accountabilities:

Sales Operations Planning & Execution

1. 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.
2. Ensure delivery of KPI target.
3. Analyze industry, competitor, and end-user activities and behavior, identify & formulate a response to opportunities & threats.
4. Implement Cadence Culture with Distributor and its sales team.
5. Ensure adherence to channel & geographical demarcation/Preferred-Area-of-Responsibility (PAR) policies.

Distributor Management

1. Establish, develop, and manage ‘win-win’ distributor relationships by building and maintaining relationships with key stakeholders at appropriate levels with measured outcomes.

Drive the Results by:

1. Ensuring each Distributor is aligned in goal, capability, business focus, and capital resources to maximize Shell business and agree on a multi-year 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.
2. Drive Cadence Performance Culture Conversation for Distributors and contribute to overall team performance.
3. Sales Productivity Performance Indicators: Distributor Business Plan Quality and Execution Effectiveness, Effective Pipeline Management (CPT), Shell Sales Effectiveness KPIs Scorecard.
4. Provide support to distributors' key accounts and engage all functions in Shell which help distributors to deliver the Trade Value Proposition.
5. Provide Business Consultation to guide distributors to efficiently manage the business to drive optimal return and to audit/improve financial performance ratios for investment.
6. Deliver agreed marketing programs and materials to increase the value of Shell and Distributors through the range of trade programs.
7. Support, Coach, Motivate and Develop Distributors Key Management Staff / Distributor Sales Team to ensure capabilities development.

What we need from you?

1. Strong interpersonal skills and ability to build constructive relationships with Distributors.
2. Sales experience in FMCG/related Distributor Management with proven success in developing a profitable business.
3. Marketing, Finance, Operations and/or Business Knowledge much preferred.
4. Extensive knowledge and experience in Key Account Management.
5. Good knowledge in Project Delivery, Generating Insights and Managing Customer Experience.
6. Strong skills in Selling & Negotiations, Channel Management, Customer Value Proposition, Commercial and Economic Acumen, Pricing and Exposure Management, and Contract Management.

Company Description

Shell has been a partner in powering Malaysia’s progress since 1891 when we established our first depot in the Straits Settlements. Today, we are an integrated energy company comprising Upstream, Downstream, Integrated Gas, and New Energies, Projects & Technology, and Shell Business Operations. Shell Malaysia aims to be the leading energy player in the country, powering Malaysia’s future with cleaner, innovative, and competitive energy solutions.

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