Job Description:
Job Description
Purpose & Accountabilities
The Indirect BDM role works within the channel with our network of distributors to accelerate growth in all sectors both in industry, transportation and PCMO.
Its main purpose is as follows:
- Enable the business to meet its growth ambitions through delivery of new business
- Positively strengthening the growth mindset within the network by supporting distributor sales teams in clearly identifying new business opportunities
- Taking a sector/sub-sector approach and working within the OU and PAR's, building strong Distributor pipelines to support business plans and channel growth targets
- Be active in the field with DSR's, coaching and identifying capability gaps, working with sales, marketing and technical teams to design programs which improve pipeline KPI's and value delivery
- Develop an overall Top 5 and Big 5 for the OU/channel and bring together relevant Shell and Distributor resources to accelerate conversion
- External focus - use time in the field to pick up customer and competitor intel, sharing this with the wider OU sales team so we can shape our offers and approach in an agile and meaningful way
- Be an agent of change in the field driving our strategy for premium, services and sustainability
- 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 – minimize potential risks when working with Third Parties by ensuring compliance with latest Ethics, Trade Compliance and AT processes
This role reports to the Indirect Channel Business Manager of Turkey and is part of the European Indirect Channel Sales, Marketing and Technical organization.
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 work in an autonomous manner • Has experience in sales preferably in a B2B business and/or lubricants
Additional information
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.
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o Internal: Ind. Chn. Business Development Manager
