PURPOSE & ACCOUNTABILITY:

• To lead the development of and the sustainable implementation of the agreed Indirect strategies, policies and procedures in line with local / global processes and agreed timelines.

• To develop a solid and optimized RTM strategy, exploiting and exploring to full opportunity and potentiality of the market.

• To ensure that RTM and Indirect Channel implementation risks are proactively monitored and actioned.

• To ensure that Sales and Distribution model in line with company strategies.

• To own, localize and support Sales & Marketing to implement global Indirect Channel Excellence and Competency Building programs.

• To enable the achievement of growth targets within the indirect channel by improving the quality and competence of our Indirect Sales & Marketing Teams and our Distributors by coaching and implementing RTM and Indirect Channel Excellence programs such as RTM Toolkits, Dashboard, Execution and Financial Guidelines etc.

• To focus on developing and implementing effective operation process, continuous improvement and best practice across Sales Excellence dimensions in Indirect Channel.

• To lead the development of and delivery of Distributors’ capability and organizational learning and development strategy, ensuring learning/training is aligned to strategic priorities of Indirect Channel Excellence.

• To build and manage the effectiveness and capability of Distributors’ Salesforce (i.e. Sales Manager, Sales Rep, Marketing Manager), ensuring high performance and consistency.

• To act as the organization’s expert on learning and development, providing expert advice and support to business, and ensuring that the strategic contribution that learning/capability development is fully understood and implemented, both to internal and external stakeholders.

• Influence of Sales Behaviour & Execution – the position has a great deal of scope for contribution to the quality of sales execution in Indirect Channel – both Shell (Sales, Marketing, Technical) and Distributors. Ensuring Distributor Sales Excellence, Sales Process, Sales 1st activities and CPT culture are correctly aligned with strategy and implementation.

SCOPE OF WORK:

• To lead the Route to Market journey of nation-wide Vietnam market for both B2B and B2C businesses

• To own and drive the annual capability development agenda of Distributor Network consisting of Distributors, Distributors’ Sales Rep/Sales Manager/Marketing Manager/Technical Lead and Tactical Sales Executive nationwide.

MARKET DYNAMICS:

• To be able to utilize Distributor Capability Assessment tool to influence, assess and improve Vietnam Distribution Network, where the majority of Distributors are either family or private enterprise with conservative mindset and limited operational/financial capabilities. 

• To be resilient and thrive in market where Shell brand preference is yet to be firmly established due to the absence of retail network, thus very challenging to obtain customers’ loyalty.

• To overcome the lack of competency from Distributors’ Sales Force, causing high turnover and affecting the bottom line.

• In the market where capable and professional Indirect Channel candidates and talents are usually in short supply, to be able to develop a sustainable Distributor pipeline is crucial.s

SKILLS AND REQUIREMENTS:

• Solid commercial experience in distributor management and network development, broad consultative business acumen, open, proactive, responsible and proven team player; self-motivated and work independently; good inter-personal skills; mastery in building shared vision and selling through others.

• Selling Through others: Maintaining accountability of the strategy implementation through delivery by local team.

• Senior Level engagements requiring higher level of communication and leadership skills.

• To fully aware of and comply with Shell’s code of conduct and procedures relevant to corporate policies