Shell Indirect Channel Account Manager(摩托车油销售经理) in Shanghai, China

88585BR

Job Title:

Indirect Channel Account Manager(摩托车油销售经理)

No. of Positions:

1

Job Description:

• Exceed team and individual KPIs as set by the Sales head MCO

• Develop and manage a Distributors network & drill down east China MCO OEMs’ needs; Develop& deliver Shell CVPs to deliver Shell CVPs to final users in an efficient, cost effective, consistent and sustainable way.

• Ensure that all Distributors in territory are aligned to Shell channel strategy and deliver a mutually agreed sales business plan. Leverage Shell DVP to increase distributors’ profitability and mind share to Shell. Ensure that all customers are aligned to Shell business strategy and deliver a mutually agreed KAP

• Plan distributor/customer calls and visits to provide the appropriate level of service to distributors and customers with a focus on retaining/expanding business relationships KAP and regular customer visits to provide the appropriate level of service to customers with a focus on retaining/expanding business relationships.

• Increase the value for existing Shell customers through cross, range and up selling.

• Develop new opportunities with prospective customers through distributor network Develop new opportunities with prospective customers via spancop & value selling process

• Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.

• Plan, monitor and achieve individual sales targets (e.g. margin, growth, named customer CVP, and payment term.)

• Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.

• Plan, monitor and achieve individual sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.)

• Develop, update, maintain, and communicate the distributor business plan, and manage distributor performance with Shell provided sales tools

Develop, update, maintain, and communicate the KAP, and manage customer’s performance with Shell provided sales tools

• Be responsible and proactive in HSE issue that affects the individual, the office/field environment, distributors& East MCO OEM accounts and their customers.

• Be accountable for own development plan to continuously improve competencies

Auto req ID:

88585BR

Country of Work Location:

China

Company Description:

Shell's story in China dates back more than 100 years. At Shell China we will make sure that your ideas will travel. All of Shell’s core businesses are now represented in China. We need world-class candidates to continue our drive to innovate and answer the world’s energy needs in socially and environmentally responsible ways.

Disclaimer:

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date.

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The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand.

Shell is an Equal Opportunity Employer.

Work Location:

Shanghai - The Hub

Requirements:

• Move Sales from \"sell to” to \"sell-through” in order to deliver top line growth.

• Select, Recruit, onboard and Terminate Channel Partners according to Route To Market plan

• Ensure that Distributors are structured and organised to offer Shell CVP and deliver customer promise to targeted segments in a way that create new business and maintain/develop existing accounts.

• Leverage Distributors Value Proposition (DVP) components according to Distributors expectations and motivations in order to maximise Mind Share

• 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

• Coach and joint-visit Distributors SM and Reps to monitor and support implementation of sales processes (SPANCOP, Shell Drill), to develop Selling and CVP competencies and to provide Sales support for Distributor’s key accounts. Assess Distributors staff core competencies and arrange training and coaching action plan accordingly. Deliver operational training to Sales Staff on Shell CVP, SPANCOP, Shell DRILL, Selling Skills;

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  • Selling and Negotiation – Skill

  • Channel Management – Skill

  • Key Account Management- Skill

  • Customer Value Proposition - Skill

  • Commerial & Economic Acumen - Knowledge

  • Value Chain Understanding - Knowledge

  • Managing Customer Experience - Knowledge

  • Pricing & Exposure Management - Knowledge

  • Contract Management - Knowledge

  • Applying Techincal Capablity - Knowledge

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Generating Insights -Knowledge

City, State (if applicable):

Shanghai