Job Description:
Purpose:
The role of the ICAM is to deliver top line growth by selling Shell CVPs to preferred segments through a network of committed, structured and profitable Distributors/Motor Factors/Third Parties.
Its main purpose is as follows:
- Value Delivery - Deliver the plan securing the best long term value for Shell through our partners ensuring annual volume and profitabtility targets are met
- Ideal Profile - Ensure that Distributors are structured and organised to offer Shell CVPs to targeted segments in a way that creates new business and maintains/develops existing accounts
- Grow Mind Share - Leverages the Shell Distributor Value Proposition (DVP) components in line with Distributors’ expectations and motivations in order to maximise mind share and share of wallet making Shell a preferred business partner
- Stakeholder Management - builds 3 x 3 relationships in order to gain strategic alignment and support as well as gaining operational and ground level insight
Business Planning & Improving Capabilities - builds shared annual business plans which grow Shells share in the PAR or OU and are mutally beneficial for the distributor. Closes capability gaps which improve alignment and effectiveness in the market through in-field coaching and training initiatives
- Pipeline - Works with Distributor Sales Managers to build a pipeline of opportunities which will exceed growth expectations and cover churn. Uses the Pipeline Manager tool to collect and analyse pipeline data as well as measuring effectiveness of lead generation campaigns. Brings in Shell marketing and technical resources to support on opportunities as appropriate.
- Marketing & Technical - collaborates with local marketing and technical team in order to meet business plan targets and close capability gaps and convert priorty prospects.
- Agent of Change - be an ambassdor in the field for priority strategic initiatives such as Premium, Services and Sustainability
- Route to Market Strategy - works with RTM manager to support the selection, recruitment, onboarding and termination of channel partners as per the RTM plan
- Safety and Compliance:
- Be responsible and proactive in HSSE issues affecting Shell staff and customers and playing an active role in a culture of care
- Delivery of personal Goal Zero with focus on road and travel safety & Near Miss Reporting
- Anti-Trust and Contract Compliance - minimises potential risks when working with Third Parties by ensuring compliance with latest Contracting, Ethics, Trade Compliance and AT processes
This role reports to the Indirect Business Manager for Turkey and is part of the European Indirect Channel Sales, Marketing and Technical organisation
Dimensions:
Sales Volume : 6mL
C3 : >4 mln USD
Skills & Requirements:
• Good sales skills: ability to negotiate and build strong customer relationships
• Good engagement skills : internal & external
• Good coaching/influencing skills : ability to coach and develop others to deliver - selling through
• Good project Management :Analytical and structured
• Have strong drive and ability to ability to work in an autonomous manner
• Has experience in sales preferably in a B2B business and/or lubricants
Additional information:
Role is eligible for the sales bonus scheme
Travel: Expected > 70% travel
We encourage employees to share if they have specific flexible working requirements. Flexibility will mean different things to different people and we are interested to know what might be needed to help you succeed and be at your best. We will endeavour to accommodate those requirements with consideration both for what is required in the role and taking the lead from a local country policy perspective
NOTE: there will be a preferred candidate
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o Internal: Indirect Channel Account Manager
