Indirect Channel Account Manager - B2C

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

• Graduate of MBA with work experience of around 5 to 10 years selling B2C products.
• Significant Sales experience, with proven success in developing profitable business, preferably with Channel and Customers.
• Previous Distributor/ Indirect Management experience is desirable but not 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.
  
  

Location: Vijaywada

Company Description

Shell is a global energy company where we work towards powering progress through more and cleaner energy solutions. We use advanced technologies and take an innovative approach to help build a sustainable energy future. In India Shell has its businesses footprint in Information Technology, Projects & Technology, Finance Operations, Integrated Gas, Downstream & Upstream spread across more than 7 main locations.

An innovative place to work

Join us and you’ll be adding your talent and imagination to a business with the ambition 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, everyone at Shell does their part.

An inclusive 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 are nurturing an inclusive environment – one where you can express your ideas, extend your skills and reach your potential…

We are 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. We are striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity. We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.

A rewarding place to work

As an equal opportunity employer, combining our ideas through a creative, collaborative environment and global operations – we have developed and will continue to nurture a unique workplace with an impressive range of benefits to ensure that joining Shell is an inspired and rewarding career choice for everyone.