Shell

Additional Information

• Set, monitor & track trade partner/customer performance via appropriate KPIs
• Financial performance indicators: Volume, NFR (SFP & SOTR), C4+ & Credit DSO.
• Sales Productivity performance indicators: Business Plan quality, SPANCOP pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Shell Filo Platform(SFP) , Shell On The Road(SOTR) target delivered and C10 per Resellers.
• Champion and role model Sales 1st behaviors/standards.
• Implement Shell Distributors Value Proposition (DVP) in order to increase Mindshare to Shell from Distributors such like:
• Provide Sales Support by visiting Distributors’ key accounts and by engaging all functions in Shell that could help at delivering customer promise.
• Act as business consultant, to efficiently manage relations with the Resellers and to audit/improve financial performance ratios.
• Implement branding policies
• Implement HSSE standards
• Implement Shell Fleet Solutions Premium Reseller program and role model reseller concept with all details and actions.
• Manage partners with regular Milo, QBR and quarterly coaching sessions within a proactive planned timeline
• Implement partner loyalty programs to reward good performance
• Ensure end customers are fully & timely informed about new initiatives
• Lead partner for the growth actions like lead generation and Share of wallet activities
• Fully manage partners end to end credit risk portfolio including DSO and OD management on both sides of Shell and partner
• Ensure understanding all Shell CVPs such as network, Shell Filo Platform, Shell Pratik Kart, SOTR etc. by IC partners and monitor their sales performance by timely coaching sessions
• Influence, engage Distributors key stakeholders
• Carry out price negotiations with partner, 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.
• Ensures that all partner interaction activities are properly logged and updated in the appropriate IT systems.
• Propose and implement relative marketing initiatives to IC against set targets as defined with Indirect Sales Manager Turkey
• Define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan.
• Handling partner inquiries, complaints.

• Proven track record in sales & negotiation.
• Significant Sales experience, with proven success in developing profitable business.
• Strong Customer focus - Marketing, Finance and / or Business knowledge is essential.
• At least 5 years of Sales experience
• Fluency in English and Turkish
• Demonstrated evidence of Enterprise first values and behaviors will be taken into account during the selection process.
• Selling and Negotiation – Mastery
• Customer Relationship Management – Mastery
• Market Awareness - Mastery
• Customer Value Proposition – Mastery
• Reseller & Partner Management - Mastery
• Finance & Economics - Skill
• Additional competences required:
• HSSE mindset: proactive contribution to the HSSE journey include leveraging Shell leadership in HSSE for commercial advantage.
• Financial Acumen including knowledge of P&L, cash and capability to structure deals that maximize value to Shell.
• The position will be based in Istanbul