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Auto req ID 50233BR
Job Title Indirect Channel Account Manager
Country of Work Location Egypt
City, State (if applicable) Cairo
Work Location Cairo – New Cairo DS
Company Description At Shell Egypt, we believe that people are our greatest asset. You will see that our commitment to your career reflects our drive to innovate on many levels. We are committed to supply the world’s need for energy in socially and environmentally responsible ways and our commitment to diversity will always be of paramount importance. Shell began operations in Egypt in 1911 and has been a steady presence and employer ever since. In addition, our social investment and development programmes attest to our commitment to make a difference for Egypt’s youth. Shell Egypt runs workshop-based sessions aimed at delivering today’s practical business skills to students through lectures and training conducted by experienced Shell hires, such as the “Step Towards Progress” (STP) at Cairo University; the “Annual Conference for Engineering Students” (ACES) & the “Give and Gain” programme at Ain Shams University, the “Real Life Project” at the American University of Cairo and the “Al Amal Programme” (Hope Programme).
Job Description
To manage & ensure that our Indirect Channel Distributors are aligned to our goals, strategy and practices, and have capability to deliver the CVPs to our preferred customer segments.
To deliver agreed Sales Targets, Marketing Action Plans and operational KPIs utilizing Global CVPs and Sales 1st techniques.
To manage our Indirect Distributors as profit center by adding value to their business with a partnership and process driven approach, by creating cross-functional business linkages with them, and by making them considering Shell as their preferred business partner.
– Agree, monitor and achieve sale targets using Global Lubricants Indirect Channel process and tools (e.g. Shell Lubricants DVP) and Global CVPs and contribute to the overall team performance:
-Financial performance indicators: Volume, Proceed, C3, (overall & premium ) Credit OD/ DSO , and Controllable Costs
– Fully utilize the use of sales force automation program to maximize the distributors performance and productivity by placing the correct KPIs and dynamically advancing the QBR template to support the RTM plan.
Including: Business Plan quality, CPT, Pipeline Strength, target Delivered, Hit Rate, Cycle Time, Customer Churn, and financial performance per Distributor.
– Appreciate and understand the local and global trend in growing the branded shops and proactively support the network growth and maintain high operational and customer service standards.
– Implement and maintain a sustainable Distributor network that complies with the Route to Market strategy (Profile, Contract, Resources, and Legal etc.).
– Support Selecting, Recruiting, Onboarding and Terminating distributors according to Route To Market plan.
– Implement Shell Distributor Value Proposition (DVP) in order to increase Mind Share of Shell from Distributors
– Provide support to Distributors where appropriate. Engage supporting functions in Shell that could help at delivering customer promise.
– Act as business consultant, to efficiently manage business relationship with the Distributor and to audit/improve financial performance.
– Deliver agreed marketing programs and materials to increase the value to Shell and Distributor through a range of cross-sell, up-sell and value-selling activities.
-Successfully migrate profitable accounts from Shell to Distributors control (RTM program)
– 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 sales processes (DSE /CPT / SPANCOP/ Shell Drill).
– Deliver training to DSRs on Shell products, Value selling, Shell CVP, SPANCOP, Shell DRILL, and Selling Skills.
– 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 activities plan that will deliver profitable performance and sustain business for both Shell and Distributors.
– Review and identifying 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 supports from the team and developing fit for purpose implementation programs.
– Ensure linkages with Marketing team by implementing Marketing Plan (CVP, Pricing, Brand & 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.
– Develop and maintain credible working relationships will all distributors’ stakeholders to ensure Shell sales process is being followed.
– Be responsible and proactive in HSSE issues that affect individual, the office/field environment and Distributors.
– This is a rare opportunity within Shell Downstream requiring an individual with an ability to work in an entrepreneurial environment, using strong influencing skills and a flair for delivering through others.
– Dealing with the business owners requires candidates with high authentic approach, strong general management skills, advisory capability and multicultural influencing skills.
As ICAM needs to be a consultant to distributors. She/he must work as a professional to create trust with their distributors. ICAM needs to build and sustain good business relationship as well as drives distributors to grow business with Shell.
Requirements
– Significant Sales experience, with proven success in developing profitable business.
– Previous Distributor/ Indirect Management experience is desirable but not necessary
– Demonstrated ability to provide consultation to distributor(s)
– Strong interpersonal skills and able to build trust and constructive relationship with Distributors
– A good overall understanding and experience of the Lubricants business is desired, but not essential
No. of Positions 1
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Shell is an Equal Opportunity Employer.
اخر موعد للتقديم 14 مايو2017
Removal Date 14-May-2017
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