Job Description

JOB PURPOSE:

• State concisely (1 or 2 sentences max) the overall objective of your job and the basic reason for its existence in its present form. Should be cascaded from your supervisor’s but cannot be identical.
• Agree, monitor and achieve sales targets for both new and existing customers (Volume, PREMIUM, C3 and Credit).
• Jointly with RTM, Marketing and Technical Team to continuously improve business performance of distributors, Strategy, CVPs, Price Management and Customer Offer Book and take appropriate action to improve performance.
• Effectively implement Sales 1st, Price Management, S&OP/Forecasting and Customer Standard Offer Book. 
• DIMENSIONS:
• Volume: 3.60 million liters
• Proceeds: 9.607 million USD
• Total C3: 4.03 million USD
• Total PREMIUM C3: 11.0% 
• PRINCIPAL ACCOUNTABILITIES:
• Recruits, on-boards and terminates 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.
• 4Ensure 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, Pipeline Strength, Hit Rate, Customer Churn, Cycle Time
• Implements Distributor Value Propositions (DVP) to develop the skills of distributors, including Distributor Marketing Manager (DMM) program
• Articulates CVPs aligned with customers’ needs through appropriate presentation of products and services
• Leverages understanding of pricing and related policies and procedures to execute mutually beneficial and value-driven business transactions with customers.
• 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.