Indirect Channel Account Manager B2C

at  Shell

MAKE A DIFFERENCE

If you are a Sales savvy with experience in handling and partnering with distributors, marketing and channel development, this is your chance to be part of B2C Indirect Channel Transformation Journey.

WHAT WE NEED FROM YOU?

• Strong interpersonal skills and ability to build a constructive relationship with Distributors
• Sales experience in FMCG/related Distributor Management with proven success in developing a profitable business
• Marketing, Finance, Operations and/or Business Knowledge much preferred
• Extensive knowledge and experience in Key Account Management
• Good knowledge in Project Delivery, Generating Insights and Managing Customer Experience
• Strong skills in Selling & Negotiations, Channel Management, Customer Value Proposition, Commercial and Economic Acumen, Pricing and Exposure Management, and Contract Management

COMPANY DESCRIPTION

Shell has been a partner in powering Malaysia’s progress since 1891 when we established our first depot in the Straits Settlements. Today, we are an integrated energy company comprising Upstream, Downstream, Integrated Gas and New Energies, Projects & Technology, and Shell Business Operations. Shell Malaysia aims to be the leading energy player in the country, powering Malaysia’s future with cleaner, innovative, and competitive energy solutions.
Ø Upstream
More than a century, Shell has been operating and we continue to extract and deliver oil and gas efficiently, profitably, and in environmentally friendly and socially responsible ways to meet evolving customer needs and the growing demand for energy.
Ø Downstream
With over 950 service stations, Shell has the leading market share in the fuels retailing business in Malaysia. In Malaysia, we make and sell more than 600 different lubricants for the automotive sector, heavy-duty transport, food processing, and power generation. We are the lubricants market leader in Sabah and Sarawak.
Ø Integrated Gas, Renewables and Energy Solutions
Shell set out its Powering Progress strategy, which we aim to deliver through our three business pillars of Growth, Transition and Upstream. The Growth Pillar includes our Marketing and Renewables & Energy Solutions businesses and focuses on working with our customers to accelerate the transition to net-zero emissions. One of our achievement, Sarawak onshore: World’s first commercial GTL plant (SMDS)
Ø Project & Technology
As P&T, we exist to make the delivery of Shell’s strategy and the growth of our company possible. P&T works collaboratively and in an integrated way with its business partners, to deliver value for our customers, and for Shell.

As the Indirect Channel Account Manager, you will be leading our efforts to engage Key Distributor Partners to drive B2C Indirect Channel Ultimate Potential through shifting to a Sell-out Focused strategy and execution:

• Deliver T&R by growing the B2C Lubricants Business via authorized Distributors aligning with Lubricants Strategies to be the clear market leader in both volume and premium position by linking business plans to external alignment and shared vision
• Review and identify Distributor Capability Assessment - current versus future and developing actions on gap closure
• Implement and maintain a sustainable Distributors network that complies with the Route-to-Market strategy in place (Profile, Contract, Resources, Legal) whilst keeping control of Channel Excellence and Efficiency
• Ensure all Distributors have appropriate and legal contracts and monitor resource allocation and performance against terms and conditions as per contract