Indirect Channel Account Manager

**The Role**:
**Where you fit in**

To make Shell a preferred business partner by adding value to our Indirect Channel Partners
- Distributor(s) with a partnership and process driven approach, to ensure alignment to Shell goals, strategies and practices, and distributors’ capability to deliver Shell CVP’s to our preferred customer segments & develop new opportunities. This role aims to deliver Sales Targets, Marketing Implementations and Operational KPI’s by utilizing Shell CVP’s and Sales in managing Indirect Channel Partners
- distributor(s).

**What’s the role?**

The ICAM will be a professional consultant to deliver through business partners, distributors and to deliver profitable performance and sustain growth for both Shell and the Channel business partner -Distributors. The accountabilities will include:

- Implement and maintain a sustainable Channel business Partner-Distributor network that complies with the Route to Market strategy (Profile, Contract, Resources, Legal, Finance etc.).
- Select, Recruit, Onboard as well as Terminate Channel business partners according to the Route to Market plan.
- Demonstrate leadership & deliver-through other skills.
- Implement, monitor and achieve sales targets using Global Lubricants Indirect Channel process and tools (e.g. Shell Lubricants Distributor Value Proposition-DVP) and Global CVPs.
- Contribute to the Indirect Channel performance:

- Financial performance indicators: Volume, Proceed, Margin (overall & premium), Credit KPIs and Controllable Costs
- Sales Productivity performance indicators: Business Plan quality and CPT (Coverage/ Penetration/ Through put), SPANCOP, Distributor Sales Excellence (DSE), and financial performance per Distributor.
- Act as business consultant, to efficiently manage business relationship with the Distributor and to audit/improve financial performance.
- Provide support to Distributors where appropriate. Engage supporting functions in Shell that could help at delivering customer promise.
- Deliver agreed marketing programs and materials through distributors through a range of cross-sell, up-sell, and value-selling activities.
- Ensure the alignment in goal, capability, business focus and capital resources to maximize Shell business and agree a multi-years Business Plan that is fully aligned with Shell Marketing strategy and targets. Drive & monitor the activities plan that will deliver profitable performance and sustain business for both Shell and Distributors.
- Ensure the Distributor monitors resources allocation and performance against terms and conditions.
- Ensure that the Distributor recruits, develops motivates and retains sales force that delivers sustainable performance and provide appropriate support.
- Assess Distributors staff core competencies and arrange training and coaching action plan.
- Coach, Monitor and support implementation of distributor sales processes.
- Deliver training to Distributor Sales team on Shell products, Valued selling, Shell CVP, SPANCOP, Selling Skills.
- Review and identify distributor capability assessment and co-develop actions on gap closure.
- Ensure Internal alignment between Sales, Marketing and RTM team, understanding of roles and accountabilities, getting adequate support from the team, and developing fit for purpose implementation programs.
- Ensure linkages with Marketing team by implementing Marketing Plan (CVP, Pricing, Brand, Digital programs & Communications campaigns) and by monitoring and reporting market trends and competition initiatives, strengths, and weaknesses.
- Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve Distributor and Customers satisfaction.
- Be responsible and proactive in HSSE issues that affect individual, the office/field environment, and Distributors.

**What we need from you**

We hope to see the following in your CV:

- Bachelors degree preferably in Engineering, Science, Chemical courses.
- Distributor management - Previous Distributor or Indirect Channel Management experience is a must.
- Must have at least 5 years of relevant experience with indirect B2B Sales with proven success in developing profitable business.
- Must have strong Customer Relationship Management.
- Able to drive passenger car and must have a valid driving license.
- Working knowledge of Salesforce & Power BI is desirable.
- Knowledge of Lubricants business is preferable and Marketing background is desirable.
- Strong strategic thinking and commercial mindset and able to demonstrate leadership in delivering through others.
- Stakeholder management - ability to manage complex organization, external & internal (from high level to operation level).
- People skills, able to build trust and constructive relationships with Distributors/Demonstrated and ability to provide consultation to distributor(s).
- Good working knowledge of the customers operation and financials and awareness of special