Our Client is Global leader in Oil & Gas Industry
This is the global leader Company in Oil & Gas Industry. In order to dedicatedly support their business agenda, they are looking for qualified candidates for the following position.
Indirect Channel Account Manager – North - B2C
Oil/Gas, Sales, FMCG - Ha Noi
Salary: Competitive Offer Package
The Job
JOB PURPOSE:
- Drive Sales initiatives to deliver top line targets comprising Volume, C3, Premium C3 and manage distributors Credit
- Jointly with RTM, Marketing and Technical Team to continuously improve business performance of distributors via DVPs/CVPs and take appropriate actions to improve performance.
- Effectively implement Sales 1st, Price Management, S&OP/Forecasting and Customer Standard Offer Book.
PRINCIPAL ACCOUNTABILITIES:
Sales Operations Planning and Execution
- Develop annual business plan per distributor to ensure delivery of business objectives and targets and develop annual sales plan with list of sales activities to be generated incremental volume to meet with annual business plan
- Ensure delivery of sales and credit targets
- Provide sales forecast to ensure sufficient product supply in the area assigned
- Support and feedback to Pricing Manager on market and customer pricing in developing appropriate pricing strategies
- Ensure strict adherence to resultant mandates to minimize cross channel conflict
Distributor Management
- Jointly with RTM to recruit, on-board and terminate distributors. Promotes Shell Value Proposition, manages value chain split between Shell, distributors and consumers, as well as cross-channel conflicts.
- Drives the business strategy through coordinating a network of distributors, establishing mutually beneficial contract frameworks and managing distributor performance.
- Develop and implement Annual Business Plans, including Distributor Capability Assessments.
- Ensure that distributors recruit, develop, motivate and retain a sales force through Distributor Sales Excellence implementation that delivers sustainable performance, and provide appropriate support.
- Provide sales support by visiting distributors’ key accounts and by engaging all support functions in Shell that could help deliver the customer promise.
- Develops and sustains pipeline management activities with distributors to achieve indirect pipeline KPIs, such as: Coverage, Penetration, Throughput/Volume, Target Delivered, Customer Churn
- Implements Distributor Value Propositions (DVP) to develop the skills of distributors
- Articulates CVPs aligned with customers’ needs through appropriate presentation of products and services
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Leverages understanding of pricing and related policies and procedures to execute mutually beneficial and value-driven business transactions with customers.Collaborate with Distributors to develop and retain Distributor Sales forces
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Embody the Life Saving Rules, ensuring that behavior conforms to Shell’s HSSE culture and policy whether at our premises, travelling or at distributor/customer sites.
KEY CHALLENGES:
- Driving robust 3-year Distributor business planning process and contract assurance through formal quarterly reviews, including but not limited to: pipeline management quality & progression, sell-through business performance, marketing calendar execution, alignment, sales capability development, supply chain management, succession planning and Distributor Offer Book.
- Modelling and supporting Sales 1st behaviors. Move from a "sell to" to a "sell-through" model in order to deliver top line growth.
- Auditing, challenging and coaching the Distributor Leadership Team on key business management areas such like Finance, Sales, Marketing, Supply Chain Management, HSSE and People Management.
- B2C Industry working experience from 3 years.
Your Skills and Experience
EDUCATION / TRAINING
- Bachelor’s in Economics and/or Equivalent certified
PROFESSIONAL / TRADE QUALIFICATION
- Working knowledge of CRM tools
- Basic understanding of an ERP system (SAP/DMS) is desirable.
- Strong interpersonal skills and ability to build constructive relationship with customers and distributors.
- Good customer service attitude.
COMPETENCIES:
Sales Excellence
- Selling & Negotiating – Skill Channel Management – Skill
- Apply Customer Value Proposition – Skill
Commercial Fundamentals
- Commercial & Economic Acumen – Knowledge
- Value Chain Understanding – Knowledge Managing Customer Experience –Knowledge
- Pricing & Exposure Management
- Selling & Negotiating – Knowledge Contract Management – Knowledge
- Applying Technical Capability –Knowledge
Marketing Excellence
- Generating Insights – Knowledge
English fluency is preferably
EXPERIENCE
- Significant indirect sales experience, with a proven track record of developing profitable business.
- Proven track record in coaching, leading and inspiring teams.
- Demonstrated breadth of business experience (financial, marketing, operations, etc.)
- Solid understanding of basics of supply chain management such as forecasting, replenishment planning and logistics management.
- Microsoft Office at intermediate level up
COMPUTER PROFICIENCY
- Microsoft Office at intermediate level up
KEY WORKING RELATIONSHIP
Internal:
- National Sales Manager
- RTM Manager
- Marketing Manager/Brand Manager
- Technical Coach
- Finance Manager/Credit Manager
- OTC Manager
- Demand Planner
- Logistics Manager
External:
- Distributor Owner
- Distributor Marketing Manager
- Distributor Sales Manager
- Distributor Sales Representative
- Key Customers
Why You'll Love Working Here
- Professional working environment.
- Career-development.
- Competitive package
More Jobs for You
Our Client is Global leader in Oil & Gas Industry
JOB PURPOSE: Drive Sales initiatives to deliver top line targets comprising Volume, C3, Premium C3 and manage distributors Credit Jointly with RTM, Marketing and Technical Team to continuously improve business performance of distributors ...
Competitive Offer Package
Ha Noi
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