CAA Indirect Channel Account Manager

Shell

20d

About The Position

What is the role? You will be a pivotal member of Eastern Region sales team, acting as the key link between Shell company and a dedicated network of 9 distributors across Shanghai, Jiangsu, Zhejiang, Anhui and Henan provinces. To maintain and develop relationship with distributors and sell through them to grow lubricants business by increasing volume and margin in line with business plan, in construction and agriculture aftermarket (CAA 工程机械) sectors. Take charge in executing regional growth strategy and set up a robust distributor network as a solid platform for business growth, empowering distributors to win in the competitive CAA market. Fit into a collaborative, results-driven team culture to directly shape the tactical approach and drive collective success What you'll be doing Exceed team and individual KPIs as set by the CAA Sales Manager. Plan, monitor and achieve individual sales targets Develop and implement strategic business plans to expand market share for CAA across the Eastern region (Shanghai, Jiangsu, Zhejiang, Anhui and Henan provinces) CAA distributors, ensure that all distributors are aligned to Shell channel strategy and deliver a mutually agreed sales business plan. Leverage Shell Distributor Value Proposition (DVP) to increase distributors’ profitability and mind share to Shell. Develop and manage a distributors network to deliver Shell Customer Value Proposition (CVP) to end customers in an efficient, cost-effective, consistent and sustainable way. Increase the value for existing Shell customers through cross range and up selling. Develop new opportunities with prospective customers through distributor network. 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. 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.

Requirements

Significant Sales experience, with proven track record in developing profitable business
Strong customer focus, preferable with distributor/ channel management experience, and previous experiences related to construction and agriculture aftermarket (CAA) fields
Marketing, finance, operations and/ or business knowledge is very much preferred.
Strong interpersonal skills and able to build constructive relationship with customers and distributors
A bachelor's degree (or above) in Engineering or a related field is preferred
5 to 10 years of relevant experience in channel management, key account management, or sales within construction and agriculture aftermarket (CAA) industry
Excellent communication, negotiation, and relationship-building skills, be positive and energetic, full of resilience
Willingness to travel extensively in the Eastern region

Responsibilities

Exceed team and individual KPIs as set by the CAA Sales Manager.
Plan, monitor and achieve individual sales targets
Develop and implement strategic business plans to expand market share for CAA across the Eastern region (Shanghai, Jiangsu, Zhejiang, Anhui and Henan provinces)
CAA distributors, ensure that all distributors are aligned to Shell channel strategy and deliver a mutually agreed sales business plan.
Leverage Shell Distributor Value Proposition (DVP) to increase distributors’ profitability and mind share to Shell.
Develop and manage a distributors network to deliver Shell Customer Value Proposition (CVP) to end customers in an efficient, cost-effective, consistent and sustainable way.
Increase the value for existing Shell customers through cross range and up selling.
Develop new opportunities with prospective customers through distributor network.
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.
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.

Benefits

You bring your skills and experience to Shell and in return you work with talented, committed people on one of the most important challenges facing our planet.
You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another.
You’ll be able to balance your priorities as you become the best version of yourself.
Progress as a person as we work on the energy transition together.
Continuously grow the transferable skills you need to get ahead.
Work at the forefront of technology, trends, and practices.
Collaborate with experienced colleagues with unique expertise.
Achieve your balance in a values-led culture that encourages you to be the best version of yourself.
Benefit from flexible working hours, and the possibility of remote/mobile working.
Perform at your best with a competitive starting salary and annual performancerelated salary increase – our pay and benefits packages are considered to be among the best in the world.
Take advantage of paid parental leave, including for non-birthing parents.
Join an organisation working to become one of the most diverse and inclusive in the world.
We strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply.
Grow as you progress through diverse career opportunities in national and international teams.
Gain access to a wide range of training and development programmes.