Sales Team Lead Indirect B2C

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Employer - Shell
Category - Sales-Business-Development
Job title - Sales Team Lead Indirect B2C

Job Description

Job Description Purpose:
To lead, manage, develop and motivate a sales team managing Distributors for the region
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
Manage 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
Become a world class team of professionals admired by our Distributors and envied by our competitors. Jointly work with Marketing and the Direct Sales Managers develop the RTM Strategy, and guide implementation of the Indirect Channel strategy, Marketing plans and the T&R Accountabilities:
Achieve Sales Volume and Delivered C3 targets as per T&R plans
Ensure business/market share growth over long term
Ensure implementation of Channel Management strategy
Working Capital Management with credit control as a key focus area
Ensure the area operates within allocated Cost Budgets
Manage performance of his direct reports. Improve competencies of his direct reports through regular coaching
Adhering to Shell General Business Principles in all transactions and conduct of business with external parties; demonstrate and inculcate this behaviour within the team members internally
Demonstrating commitment to and be responsible for HSSE and the company’s commitment to sustainable development; inculcating safety conscious behaviour, with external parties and internally within the team; meeting own safety targets as per the performance contract
Demonstrate inclusive behaviour in all aspects of the company's work, provide equal opportunity and treatment to people from both genders, different cultural and ethnic backgrounds and recognize and respect different ways of thinking Challenges:
Act as Sales 1st Leader by always talking about Customer and Prospect visits, by measuring numbers and behaviours and make them visible, by coaching direct reports, by recognizing the whole organization’s customer achievements and by being positive, passionate and motivational
Transform the indirect channel in line with a Master Plan. Ensure alignment between Shell and Distributor objectives and create a healthy but manageable tension in channel / distributor relationships
Aggressively grow the Lubricants business, delivering against T&R targets and "turning around the business where profitability/coverage/share is insufficient
Ensure that the Sales Team has a sell-through mentality and that Distributors are trained on and implement the Marketing CVPs to grow our end-customers’ business. Develop sustainable Distributor Management skills and behaviours of Indirect Channel team members by maximizing time spent on coaching and conducting joint (prospective) distributor visits
Lead cohesive actions by ensuring positivity and alignment within the Regional Management Team comprising of the Regional Marketing Manager, the Route to Market Manager and the STL
Work experience of 10-12 years
Proven track record in coaching, leading and inspiring teams
Significant Sales experience, with proven success in developing profitable business
Strong Customer focus, preferably with Key Accounts and Distributors
Strong Channel Management experience Competence Level : Demonstrated

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Job Location Gurgaon, Haryana
Date Posted 20 Aug 2019
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