H? Chí Minh, Vietnam

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

Business unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

JOB PURPOSE:
Delight customers in the Motorcycle Oil - MCO (Direct 30% and Indirect 70%) markets with unique, insights-based propositions (both globally & locally developed) implemented well to create demand and deliver more volume at higher value.

PRINCIPAL ACCOUNTABILITIES:

- Accountable to deliver the C3+ (defined as C3 less SP&A) target for the MCO market (in both Direct and Indirect channels) in Vietnam.

- Brand health development (awareness, preference, trial, market share, usage, loyalty) for Advance brand in Vietnam.

- E2E ownership of the full 4Ps of marketing for the assigned sectors/brands to deliver the C3+ targets in the most efficient and impactful way possible.

- Grow premium sales for the assigned sectors/brands faster than total and faster than the market to improve both premium mix, market share and overall profit growth.

- Develop & implement clear long-term strategy and vision, aligned to global platform, to deliver both short-term and long-term sustainable profit growth for the MCO market (Advance brand & GPO direct business), including ownership for respective portions of annual Roadmaps, regularly updated/refreshed through new insights, marketing opportunities, trends & ideas generation.

- Ensure T&R, sales pipelines and 3-year development cycles are linked and well-integrated.

- Own the MCO SKU portfolio (Advance and GPO SKUs) and associated portfolio health metrics, including product lifecycle, C3/Finished Product Stock and inventory working capital.

- Own the Pricing Strategy, local pricing maps and accountable for Unit C3 and price premium achieved for MCO market (driven by Advance brand) through value creation and extraction in order to maximize total C3+.

- Go after inorganic work: partnership with e-hauling service company (Grab, BaeMin, GoJek) and other O2O opportunities (if any).

- Work closely with Direct sales team to develop customer offers to sustain and grow business with existing GKAs and win new deals thru enhanced partnership marketing activities and strong CVP.

- Accountable for SP&A planning, execution and return on investment leveraging advanced analytics and insights to plan and evaluate most efficient ways to reach target audience. This includes, but is not limited to, traditional elements of brand/marketing communications such as media, PR, digital, events, etc.

- Leveraging assets and offers from global marketing, must deliver well-integrated and brand aligned campaigns that create maximum impact through differentiation.

- Enable the sales teams (Direct and Indirect) to implement proposition into the customers/markets through close connection and shared learning.

- Position and equip the sales staff (Direct and Indirect) to value sell to capture the incremental value created through marketing activities and brand strength.

- Manage agencies and vendors to effectively develop outsourced elements of the marketing mix, requiring marketing briefs, contract negotiations, project management, adherence to brand guidelines and timely delivery.

- Measure success consistently and thoroughly using agreed metrics.

- Primary Brand Ambassador, representing the brand and Shell in all official functions.

- Special challenges:

+ To be able to implement simultaneous activities and programs on time and on budget, producing targeted, sustainable profit growth.

+ Success in this role will require a close relationship with both direct and indirect sales, technical team, global marketing and key distributors. In addition, a thorough understanding of the external market and competitor activities is essential.

+ Break-through will be achieved through differentiation and impact among targeted customer segments and ability to translate that into extracted value.

-

JOB REQUIREMENTS:

- Evidence of strong commercial acumen, especially in sales or technical selling roles, and track record for over-delivery on targets.

- Prior experience delivering impact and efficiency across marketing mix elements in a plus.

- Experience developing sector/brand strategy and managing longer-term innovation/development cycle is helpful.

- Experience capturing value through pricing strategy & mgmt. is desired.

- Competency in mining customer insights and using advanced analytics and acting on these to reach customers.

- Solution development and creative problem solving.

- Successful integration for collaborative development and implementation with global brands & local sales/operations. Good interpersonal skills.

- Must be highly self-motivated and able to effectively manage self/time amongst many competing priorities.

- Lubricants knowledge helpful but not required.

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.