Are you apt to be part of the accelerated growth in the Consumer Industry and win across a diverse value chain Join our team and you would be the HERO of this blockbuster movie called Transformers of Shell India's success.
Where you fit
Consumers in India are highly selective and hugely receptive in picking out a brand they can trust. Shell India have an exciting plan to reach out to such consumers through a value chain comprising of Trade, Garages, Franchise Workshops & Mechanics. Distribution to these value chains is led by a team of dedicate Sales reps managed by capable Distributors.
As an ICAM, you are responsible for inspiring, motivating and managing the distributors and their customers. You would need to ensure that our Indirect Channel distributors are aligned to our goals, strategy, and practices, and capable of delivering the CVPS to our preferred customer segments.
What's the role
As Indirect Channel Account Manager, you would lead from front and be an inspiration for the Distributor Sales Reps to excel in Sales basics of Coverage, Penetration & Throughput, and through that deliver the business plans for the territory. Every moment of your day as an ICAM will be action packed and a perfect opportunity for the HERO to emerge and take the business to Victory.
Other accountabilities are as follows:
- Agree, monitor and achieve sale targets using Global Indirect Channel process and tools (e.g. Shell Lubricants DVP) and Global CVPs and contribute to the overall team performance.
- Financial performance indicators: Volume, Proceed, C3, (overall & premium) Credit OD/DSO, and Controllable Costs.
- Fully utilize the use of sales force automation program to maximize the distributors performance and productivity by placing the correct KPIs and dynamically advancing the QBR template to support the RTM plan including: Business Plan quality, CPT, Pipeline Strength, target Delivered and financial performance per Distributor.
- Appreciate and understand the local and global trend in growing the branded shops and proactively support the network growth and maintain high operational and customer service standards.
- Implement and maintain a sustainable Distributor network that complies with the Route to Market strategy (Profile, Contract, Resources, and Legal etc.).
What We Need From You
- Bachelor's degree in any field, with around 5–6 years of experience selling B2C products.
- Significant Sales experience, with proven success in developing profitable business, preferably with Channel and Customers.
- Previous Distributor/ Indirect Management experience is necessary.
- Demonstrated ability to provide consultation to Distributor(s).
- Strong interpersonal skills and able to build trust and constructive relationship with Distributor.
- A good overall understanding and experience of the Lubricants business is desired, but not essential- A - Bachelors or Master's degree, preferably in business.
After you submit your application, you will receive an email providing a link to an online assessment that is a mandatory part of the process. The email will come from HireVue - please check your spam/junk mailbox if you do not see the email. Once completed, your application will be reviewed to determine next steps. Thank you for your interest in Shell.
