Sarawak, Malaysia

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

August 16, 2024

Business unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

Make a Difference

If you are a Sales savvy with experience in handling and partnering with distributors, marketing and channel development, this is your chance to be part of B2C Indirect Channel Transformation Journey.

Where You Fit In?

As B2C Indirect Account Manager for East Malaysia, you are accountable and responsible to achieve B2C Indirect lubricant product and premium sales volume and profit target annually as well as market development through appointed distributors, trades, workshops, new channels, and consumer in Sabah and Sarawak while adhering to Shell Health, Safety, Security and Environment rules and general business principles.

Lead and work together with related business functions (Marketing, ICE, Finance, Credit, CO, LSC, Logistic, Technical, HR, HSSE, CP, CX and Legal) to develop the market and appointed distributors.

What's the role?

As the Indirect Channel Account Manager, you will be leading our efforts to engage Key Distributor Partners to drive B2C Indirect Channel Ultimate Potential through shifting to a Sell-out Focused strategy and execution:

• Deliver T&R by growing the B2C Lubricants Business via authorized Distributors aligning with Lubricants Strategies to be the clear market leader in both volume and premium position by linking business plans to external alignment and shared vision
• Review and identify Distributor Capability Assessment - current versus future and developing actions on gap closure
• Implement and maintain a sustainable Distributors network that complies with the Route-to-Market strategy in place (Profile, Contract, Resources, Legal) whilst keeping control of Channel Excellence and Efficiency
• Ensure all Distributors have appropriate and legal contracts and monitor resource allocation and performance against terms and conditions as per contract

Key Accountabilities:

Sales Operations Planning & Execution

• Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti-Competitor laws and other relevant Shell policies
• Ensure delivery of KPI target
• Analyze industry, competitor and end-user activities and behaviour, identify & formulate a response to opportunities & threats
• Implement Cadence Culture with Distributor and its sales team
• Ensure adherence to channel & geographical demarcation/Preferred-Area-of-Responsibility (PAR) policies

Distributor Management

• Establish, develop and manage ‘win-win’ distributor relationship by building and maintaining relationships with key stakeholders at appropriate levels with measured outcomes

Drive the Results by

• Ensuring each Distributor is aligned in goal, capability, business focus, and capital resources to maximize Shell business and agree on a multi year's Business Plan that is fully aligned with Shell Marketing strategy and targets, and conduct activities that will deliver performance and develop a profitable and sustainable business for both Shell and Distributors
• Drive Cadence Performance Culture Conversation for Distributors and contribute to overall team performance
• Sales Productivity Performance Indicators: Distributor Business Plan Quality and Execution Effectiveness, Effective Pipeline Management (CPT), Shell Sales Effectiveness KPIs Scorecard
• Provide support to distributors key accounts and by engaging all functions in Shell which help distributors to deliver the Trade Value Proposition
• Provide Business Consultation to guide distributors to efficiently managing the business to drive optimal return and to audit/improve financial performance ratios for investment
• Deliver agreed marketing programs and materials to increase the value of Shell and Distributors through the range of trade program
• Support, Coach, Motivate and Develop Distributors Key Management Staff / Distributor Sales Team to ensure capabilities development

What we need from you?

• Strong interpersonal skills and ability to build a constructive relationship with Distributors
• Sales experience in FMCG/related Distributor Management with proven success in developing a profitable business
• Marketing, Finance, Operations and/or Business Knowledge much preferred
• Extensive knowledge and experience in Key Account Management
• Good knowledge in Project Delivery, Generating Insights and Managing Customer Experience
• Strong skills in Selling & Negotiations, Channel Management, Customer Value Proposition, Commercial and Economic Acumen, Pricing and Exposure Management, and Contract Management

Company Description

Shell has been a partner in powering Malaysia’s progress since 1891 when we established our first depot in the Straits Settlements. Today, we are an integrated energy company comprising Upstream, Downstream, Integrated Gas and New Energies, Projects & Technology, and Shell Business Operations. Shell Malaysia aims to be the leading energy player in the country, powering Malaysia’s future with cleaner, innovative, and competitive energy solutions.

Ø Upstream

More than a century, Shell has been operating and we continue to extract and deliver oil and gas efficiently, profitably, and in environmentally friendly and socially responsible ways to meet evolving customer needs and the growing demand for energy.

Ø Downstream

With over 950 service stations, Shell has the leading market share in the fuels retailing business in Malaysia. In Malaysia, we make and sell more than 600 different lubricants for the automotive sector, heavy-duty transport, food processing, and power generation. We are the lubricants market leader in Sabah and Sarawak.

Ø Integrated Gas, Renewables and Energy Solutions

Shell set out its Powering Progress strategy, which we aim to deliver through our three business pillars of Growth, Transition and Upstream. The Growth Pillar includes our Marketing and Renewables & Energy Solutions businesses and focuses on working with our customers to accelerate the transition to net-zero emissions. One of our achievement, Sarawak onshore: World’s first commercial GTL plant (SMDS)

Ø Project & Technology

As P&T, we exist to make the delivery of Shell’s strategy and the growth of our company possible. P&T works collaboratively and in an integrated way with its business partners, to deliver value for our customers, and for Shell.

An Innovative Place to Work

There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you’ll add your talent and imagination to a business with the power to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently

An Inclusive & Progressive Place to Work                                                

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we’re nurturing an inclusive environment – one where you can express your ideas, extend your skills and reach your potential.

Ø We’re creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we’ll take it from there.

Ø We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.

Ø We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity

A Rewarding Place to Work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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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 Shell/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.