Indirect Channel Account Manager-North

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Job Information
Shell
Indirect Channel Account Manager-North
in
Beijing
China
Beijing, China
Job Family Group:
Commercial and Retail
Worker Type:
Regular
Posting Start Date:
April 19, 2021
Business unit:
Downstream
Experience Level:
Experienced Professionals
Job 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.
What's the role?
To maintain and develop relationship with distributors and sell through them to grow our lubricants business (Advance brand oil) in part of China east& north area by increasing volume and margin in line with business plan. Set up a robust distributor network as a solid platform for business growth.
Some of the key responsibilities and accountabilities of this role:
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
What we need from you
Significant Sales experience, with proven success in developing profitable business.
Strong Customer focus, with proven Key Accounts and Distributors Channel Management experience.
Strong interpersonal skills and able to build constructive relationship with customers and Distributors
Strong capacity to collect, analyze and develop proper solutions against dynamic and complex market situations and implement it
Marketing, Finance, Operations and / or Business knowledge very much preferred.
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.
According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

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