Indirect Channel Account Manager B2B Shell - Kolkata, West Bengal

Kolkata, West Bengal

The Role

Purpose:

To deliver top line growth by selling Shell Customer Value Proposition (CVP) to preferred segments through a network of selected, committed, structured and profitable Distributors.

To manage all Distributors as profit centers by adding value to their business with a partnership and process driven approach, by creating cross-functional business linkages with them, and by making them considering Shell as their preferred business partner

Accountabilities:

Ensure that Distributors recruit, develop, motivate and retain a sales force that delivers sustainable performance and provide appropriate support for grooming sales of the distributors.
Ensure each Distributor is aligned in goal, capability, business focus and capital resources to maximize Shell business and agree a multi-yearly Business Plan that is fully aligned with Shell Marketing strategy and targets, and deliver activities that allow to deliver performance and to develop profitable and sustainable business for both Shell and Distributors
Agree, monitor and achieve targets for both new and existing Distributors and contribute to the overall team performance
Implement Shell Distributor Value Proposition (DVP) in order to increase Mind Share to Shell from Distributors such like:

a.Provide Sales Support by visiting Distributors key accounts and by engaging all functions in Shell that could help at delivering customer promise.

b.Act as business consultant, to efficiently manage relations with the Distributors and to audit/improve financial performance ratios

c.Deliver agreed marketing programs and materials to increase the value to Shell and Distributor through a range of cross-sell, up-sell and new-sell activities.

d.Successfully migrate profitable accounts from Shell to Distributors control

Ensure linkages with marketing team by implementing Marketing Plan (CVP, Pricing, Brand & Communications campaigns) and by monitoring and reporting market trends and competition initiatives, strengths and weaknesses.
Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve Distributors and Customers satisfaction.
Link business plans to external alignment and shared vision. Review and identifying distributor capability assessment current versus future and developing actions on gap closure.

Requirements

Ensure that Distributors recruit, develop, motivate and retain a sales force that delivers sustainable performance and provide appropriate support for grooming sales of the distributors.
Ensure implementation and growth of CPT for the territory through usage of tool Pipeline Manager and constructive reviews of the tool with MILO, WILO, DILO.
Ensure each Distributor is aligned in goal, capability, business focus and capital resources to maximize Shell business and agree a multi-yearly Business Plan that is fully aligned with Shell Marketing strategy and targets, and deliver activities that allow to deliver performance and to develop profitable and sustainable business for both Shell and Distributors

Company Description

Shell began operations in India more than 80 years ago. At Shell India, we invest in our people through our industry-leading development programme, which sees our employees thrive and gain access to experts on a local and global level. To date, we have invested more than US$ 1 billion already in India’s energy sector alone in socially and environmentally responsible ways. It is the only global major to have a fuel retail license in India. The Shell Technology Centre Bangalore, STCB, is one of the three global hubs for technology in the Projects & Technology business of Royal Dutch Shell. In addition, we supply crude, chemicals and technology to public and private sector oil companies, and our Chennai Business Centre provides a wide range of finance, accounting and business services to Shell globally.

Disclaimer

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