Job Description:
Purpose
Contribute to the implementation of the Indirect lubricants global strategy through the development of the indirect channel via a network of trade partners and/or trade customers (ie distributors, resellers, commission agents, etc) such that this network differentiates Shell from the competition for its customer satisfaction, service, reliability and flexibility in line with Shell HSSE policy and Shell General Business Principles. The role is primarily a sales role involving direct negotiations activities.
Accountabilities
Set, monitor & track trade partner/customer performance via appropriate KPIs
• Implement branding policies
• Implement HSSE standards
• Implement partner loyalty programs to reward good performance
• Ensure end customers are fully & timely informed about new initiatives
• Lead negotiations & establish contracts for each partner
• Influence, engage Distributors key stakeholders
• Acting as business consultant, to efficiently manage relations with the distributors
• Carry out price negotiations with customer, preparing quotations and proposals and agree on all operational requirements including: price, contract, payment terms and services. Ensure all service providers carry out the agreed terms.
• Develop an overall Top 5 and Big 5 for the OU/channel and bring together relevant Shell and Distributor resources to accelerate conversion
• Ensures that all customer interaction activities are properly logged and updated in the appropriate IT systems.
• Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.
• Work with other Shell teams and third parties (e.g; ICE, BDM, GCAM, Distributors, KAM, and CE, etc.) where necessary to provide an efficient and cost effective service to the customer.
• For new and existing customers, define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan.
• Contribute to a knowledge sharing and learning culture within Sales to develop Sales and Marketing expertise.
• Handling Customer inquiries, complaints.
Ensure E&C are adhered to throughout the value chain
This role includes sales bonus
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Base Location : Istanbul or Izmir
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Dimensions
10Mln Volume
5Mln $ C3
Number of Distributors: 3
