Indirect Channel Account Manager B2C


Job Description

Job Description
. Agree, monitor and achieve sales targets for both new and existing customers (Volume, Revenue, C3, Credit). Engage and motivate the distributors team to exceed the target

  • Jointly with RTM, Marketing and Technical Team to continuously improve business performance of distributors, Strategy, CVPs, Price Management and Customer Offer book and take appropriate action to improve performance
  • Execute Local Distributor Actions based on jointly agreed Business Plan
  • Effectively implement Sales 1st, Price Management, S&OP/Forecasting and Customer Standard Offer book
  • Ensure Distributor team is properly Developed via implementations of Lube Coach Program.
  • Responsible to implement coaching program for the DMM/DSMs.
  • Monitor and achieve Distributor sales productivity performance indicators : Pipeline Strength, Penetration, sales automation tools etc.
  • Implementation of DVP to get Distributors full alignment including Rollout of national/localized Indirect marketing campaigns
  • Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti-Competitor laws and other relevant Shell policies.
  • Provide appropriate coaching, motivating and developing to peer or junior colleagues and sales support staff.
  • To deliver T&R by growing the commercial fuels business & reducing DSO through existing customers and developing new customers/accounts via Sales 1st Behavior.

Auto req ID

Commercial Business to Business (B2B)

Country of Work Location


  • Selling and Negotiation
  • Channel Management
  • Applying CVP
  • Economic and commercial Acumen

Work Location(s)

Vol: 2.85 ML, C3: USD 2.5 Mn

Universe of 2800 outlets with a minimum Penetration target of 55% per month

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