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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.

Direct Account manager for Marine

Oil/Gas, Sales, FMCG - Ho Chi Minh
Salary: Competitive Offer Package

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The Job

Purpose:

Direct Channel Sales

To achieve profitable business growth in a geography through the application of the global and local core sector CVPs, to develop new business and increase existing business in order to achieve planned C3 and Volume targets.

Indirect Channel Sales

To deliver top line growth by selling Company CVPs to preferred segments through a network of selected, committed, structured and profitable Distributor Accounts, in line with Companyl HSSE policy and Company General Business Principles.
To manage Distributor Accounts as profit centers by adding value to their business with a partnership and process-driven approach, by creating cross-functional business linkages with them, and by making them consider Company as their preferred business partner.
To deploy the Route-To-Market strategy and own the implementation of the indirect channel strategy, jointly with Marketing.
To manage the Distributor as delivery contractor for international sales by ensuring that the Distributor plays a full and effective part of the overall order to cash process, that target performance is met for delivery, cost and HSSE, and that Shell’s growth strategy is supported

Accountabilities:

Direct Channel Sales

Achieve individual sales targets and contribute to overall team performance (C3 and Volume) through new business, cross-selling, up-selling and pro-active price management.
Undertake contract negotiations within the geography ensuring that all deals adhere to the international Offer Book and have necessary Manual of Authorities approvals.
Manage a portfolio of international lubricants (IL) customers.
Work with other Account Managers, Technical Specialists and Marketing to successfully execute sector and Key Account Plans
Actively prospect for new business (within the Marketing Plan), applying Sales 1st discipline such as Call Planning, Call Reporting, Account Planning and Pipeline Management.
Fully adopt and use the global CVPs and sales tools (e.g. sales force).
Understand and achieve the Sales Expectations & Behavioral standards.
Provide consistent & accurate input to the S&OP process (from the Sales Pipeline).
Adhere to the Life Saving Rules, ensuring that behavior reflects Company HSSE culture and policy whether at our premises, travelling or at customer sites.

Indirect Channel Sales

Implement and maintain a sustainable Distributors network that complies with the Route-to-Market strategy in place. Select, recruit, on-board, renegotiate and terminate Distributors accordingly.
Ensure all Distributors have appropriate and legal contracts. Monitor resources allocation and performance against terms and conditions.
Own the development and implementation of the Business Plan including Capability Assessments.
Ensure that Distributors recruit, develop, motivate and retain a sales force and supply chain team that delivers sustainable performance, and provide appropriate support.
Ensure that each Distributor agrees and achieves a stretched multi-yearly business plan, with a special focus on financial capacity and business performance.
Implement the Distributor Value Proposition (DVP) in order to increase Distributors’ mind-share of Companyl.
Provide sales support by visiting Distributors key accounts and by engaging all support functions in Company that could help deliver the customer promise.
Deliver agreed marketing plans (CVP, Pricing, Brand & Communications program) to increase the value to Company and Distributor through a range of cross-sell, up-sell and new-sell activities.
Embody the Life Saving Rules, ensuring that behavior conforms to Company HSSE culture and policy whether at our premises, travelling or at distributor/customer sites.
Develop and maintain good working relationships with all support functions to assist sales in resolving complex issues and to improve Distributors and customer satisfaction.
Ensure targets for cost, HSSE, stock levels, delivery performance and documentation are met for international lubricants deliveries, and reasons for variance are established and resolved. Conduct formal half yearly performance reviews and monthly operational reviews with the Distributor to ensure compliance. Collect and resolve feedback from the Distributor on Company’s performance.
Troubleshoot with the Distributor any operational issues impacting international customer experience, provide training and support as necessary in liaison with LSC logistics for functional support. Follow up on structural invoice discrepancies with support from Finance.
Ensure that the Distributor is fully aware of and in compliance with Company QHSSE standards for barging, storage and trucking operations. Liaise with Stasco and LSC Logistics Excellence to maintain alignment on developments in these standards and for functional support in this area.
Ensure new developments necessary to support Company’s Growth strategy are implemented by the distributor, such as changes to the international customer offer, new trucking and new barging. Ensure that new contracts signed by the distributor for any such services are consistent with Shell QHSSE standards.
Participate in the S&OP process, ensuring that customer demand forecasts and any short term fluctuations are sent to the distributor as required by the contract.
Liaise with ICSC and OTC to ensure that order to cash process standards and relevant GSAP master data for the distributor are maintained.

Dimensions:

Total : Vol- 6000KL, C3 USD3000K
Market Coverage:
Direct Sales and Indirect Sales inVietnam.
Business development via MDs in Cambodia/ Laos
Assigned IL/LL direct sales business in the Region, eg, Singapore/ Malaysia

Special Challenges:

Direct Channel Sales

Using the frameworks provided by the international Offer Book, Manual of Authorities, Price Management Framework, Sector & Marketing Plans to ensure that all sales are aligned with the business strategy.
Championing the focus upon up & cross-selling and the execution of the sector CVPs both directly and through others.
Encouraging knowledge sharing within and outside the team, recognizing success and in particular the contribution of support functions.

Indirect Channel Sales

Driving robust 3-year Distributor business planning process and contract assurance through formal quarterly reviews, including but not limited to: SPANCOP quality & progression, sell-through business performance, marketing calendar execution, alignment, sales capability development, supply chain management, DFOA servicing, 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.
Ensuring that synergies from the Distributor handling Local and International offers are exploited, while properly differentiating the management of each channel.

Additional comments:

Responsible for both direct and indirect channel sales in assigned market and will be on sales ladder remuneration scheme.
Spoken and Written Vietnamese language capability a must as this is the major market coverage.
Flexibility to be based in Vietnam, Singapore or Malaysia.

Your Skills and Experience

Sales experience & proven success winning profitable business for Oil & Gas is preferable
Demonstrated negotiation and influencing skills.
Excellent interpersonal, written and verbal communication skills.
Significant direct and 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.
Strong interpersonal skills and ability to build constructive relationship with customers and distributors.

Why You'll Love Working Here

Opportunity to work for professional working environment
Opened professional and general management training
Competitive salary and great benefits
Long term career roadmap with the famous company

Apply Now

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