Indirect Channel Account Manager B2C

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Employer - Shell
Category - accounts-finance-audit
Job title - Indirect Channel Account Manager B2C

Job Description
The Role Purpose
To deliver top line growth by selling Shell CVPs to preferred segments through a network of selected, committed, structured and profitable Distributors, in line with Shell HSSE policy and Shell General Business Principles.
To manage all Distributors as profit centres 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. Accountabilities: 1. 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 Captaincy. Ensure all Distributors have appropriate and legal contracts and monitor resources allocation and performance against terms and conditions. 2. Ensure that Distributors recruit, develop, motivate and retain a sales force that delivers sustainable performance and provide appropriate support. 3. Ensure each Distributor is aligned in goal, capability, business focus and capital resources to maximize Shell business and agree a multi-yearly Business Plan that is fully aligned with Shell Marketing strategy and targets, and deliver activities that allow to deliver performance and to develop profitable and sustainable business for both Shell and Distributors. 4. Agree, monitor and achieve targets using SLDP tools, for both new and existing Distributors and contribute to the overall team performance:
Financial performance indicators: Volume, Revenue, C3, Credit DSO and Controllable Costs
Sales Productivity performance indicators: Business Plan quality, SPANCOP pipeline Strength, Target Delivered, Hit Rate, Cycle Time, or Shell DRILL for B2C Customer Churn, Indirect Channel Efficiency, and Revenue and C3 per Distributor. 5. Implement Shell Distributor Value Proposition (DVP) in order to increase Mind Share to Shell from Distributors such like: a. Provide Sales Support by visiting Distributors’ key accounts and by engaging all functions in Shell that could help at delivering customer promise. b. Act as business consultant, to efficiently manage relations with the Distributors and to audit/improve financial performance ratios. c. Deliver agreed marketing programs and materials to increase the value to Shell and Distributor through a range of cross-sell, up-sell and new-sell activities. d. Successfully migrate profitable accounts from Shell to Distributors control 6. 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. This will need to be done along with Regional Marketing Manager; 7. Be responsible and proactive in HSE issues that affect the individual, the office/field environment and their Distributors and Customers. 8. Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve Distributors and Customers satisfaction. 9. Link business plans to external alignment and shared vision. Review and identifying distributor capability assessment current versus future and developing actions on gap closure.

Requirements Minimum 5 years of Sales experience, with proven success in developing profitable business.
Strong Customer focus, preferably with Key Accounts and Distributors.
Channel Management experience.

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Job Location Ahmedabad, Gujarat
Date Posted 02 Dec 2019
Employer Email --No Email
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