Indirect Channel Account Manager B2B in Chandigarh, India, India

Company description:

Shell began operations in India more than 80 years ago. At Shell India, we invest in our people through our industry-leading development programme, which sees our employees thrive and gain access to experts on a local and global level. To date, we have invested more than US$ 1 billion already in Indias energy sector alone in socially and environmentally responsible ways. It is the only global major to have a fuel retail license in India. The Shell Technology Centre Bangalore, STCB, is one of the three global hubs for technology in the Projects & Technology business of Royal Dutch Shell. In addition, we supply crude, chemicals and technology to public and private sector oil companies, and our Chennai Business Centre provides a wide range of finance, accounting and business services to Shell globally.

Job Description:

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:Ensure that Distributors recruit, develop, motivate and retain a sales force that delivers sustainable performance and provide appropriate support for grooming sales of the distributors.  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. 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. 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 ratiosc. 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 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 Distributors and Customers satisfaction.  Link business plans to external alignment and shared vision. Review and identifying distributor capability assessment current versus future and developing actions on gap closure

Job Requirements:

 
  • Engineering Graduate with Work experience of around 5-8 years in selling of B2B products is essential.
  • Strong Customer focus
  • Channel Management experience
  • Strong interpersonal skills and able to build constructive relationship with customers and Distributors

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.

Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world.

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.

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