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.
• Candidates with experience in the Manufacturing, Lubricant, Industrial and Automotive industries are highly encouraged to apply.
• 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 specialist sources of information.
• Excellent communication skills in both Thai and English.
• Willing to travel within Thailand (25-35%).

If you don't see yourself reflected in the job requirements on the posting above, we still encourage you to reach out and apply. Shell is committed to creating a more diverse, equitable and inclusive workplace and we encourage individuals of all backgrounds to send in your applications.

Company Description

Shell's presence in Thailand dates back to 1892 when the first barge containing Shell kerosene docked in Bangkok. Today, Shell is one of the largest and the longest-established multinational operations in Thailand. The Shell Brand is one of the most esteemed and well respected in the Thai energy sector. Shell played a pioneering role in the advancement of the industry, from the establishment of refineries to a nationwide network of gasoline stations. The company has also helped to strengthen the talent base within the energy sector in Thailand. For more than 120 years of our operations in Thailand, Shell has been growing side by side with the country's developing economy. We have been committed to developing products of quality and to preserving the environment. Our goal is not only to achieve business success but also to play an active role in helping improve society.

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