Indirect Channel Account Manager

ICAM Automotive Indirect

## Job Description:

If you like to be part of accelerated growth in the Automotive Consumer Industry and want to win across diverse value chain, being an Indirect Channel Account Manager for India Automotive Lubricants would be the perfect match. You would be the HERO of this block buster movie called “Transformers of Shell India Lubricant success”

Location: Pathankot

What's the role

Consumers in India are highly selective and hugely receptive in picking out a brand they can trust. Shell India have an exciting plan to reach out to such consumers through a value chain comprising of Trade, Garages, Franchise Workshops & Mechanics. Distribution to these value chains is led by a team of dedicated Sales reps managed by capable Distributors.

As an Indirect Channel Account Manager, you are responsible for inspiring, motivating and managing the distributors and their customers. You would need to ensure that our Indirect Channel distributors are aligned to our goals, strategy, and practices, and

capable of delivering the CVPS to our preferred customer segments.

What you'll be doing

To manage the E2E process within the Indirect Channel Distributor and ensure they are Aligned to Shell’s Goals, RTM Strategies & Practices. Achieving Business Delivery Goals consisting of Sales Targets, Marketing Action Plans & Operational KPI’s supporting growth, utilizing CVP’s and sales 1st Techniques through Achieving Foundational Goals supporting Commercial Excellence.

Sales Growth

• Identify Growth and Distribution Opportunities in Distributor area through frequent scheduled field visits, Gaining Market feedback and updates & Arranging Marketing meetings to Plan Marketing initiatives, programs & Materials to increase the Value to Shell and Distributor through a range of Cross sell, up sell and value selling activities
• Ensure total alignment of Sales growth and Distribution opportunities within distributor Organization through sharing of Monthly Retail Audit and distribution check records and setting Monthly and Quarterly KPI’s to reflect opportunities, track performance and support growth.
• Scheduled & Frequent Field Visits with DSR, DSS & DSM to build relationships with different customer segments to gain market updates, build constructive feedback and
• shadow & coach DSR’s through selling process. “Minimum number of days in field to be agreed and reviewed with STL “
• 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.
• Deliver the CVP’s to agreed customer segment through Measurable and Trackable Organizational Development, Performance Management, Training and Development and Sales Growth supporting techniques.
• Ensure Internal alignment between Sales, Marketing and ICE team, understanding of roles and accountabilities, getting adequate supports from the team and developing fit for purpose implementation programs.
• Develop and Maintain good and credible working relationship with Distributor organization and Distributor stakeholders to ensure Shell sales processes are being followed and to improve Distributor and Customers satisfaction
• Follow-up & Implement Distributors Customer service processes & Reports to ensure customer CVP’s are being offered and identify improvement areas
• Set Monthly and Quarterly KPI’s on Distributors that supports sales growth through enhanced inventory management, sales & Financial Processes that supports the RTM strategy.
• Understand the local and global trend in growing the branded shops and proactively support the network growth and maintain high operational and customer service standards

Organizational Development

• Full Understanding of Distributor Financial Process & Investment Model and thus consulting on Financial E2E Process to help improve ROI, Collection Process & Turnover rate.
• Consultation on setting up customer service structure - Mainly in designing scope of work & initial handholding
• Design, Alignment and consultation of Inventory Management & Logistics process within distributor that aligns with financial & sales processes including: Min Stock levels, Reordering, Forecasting, Lead times, storage &HSSE.
• Align the HSSE mindset of Shell within the Distributors organization to be applied and monitored and be proactive in HSSE Issues
• Getting involved & giving consultation to distributor on framing of their HR policies - Org structure and on hiring, ensuring that they recruit, develop, Motivate and retain his sales force that deliver sustainable performance.
• Implement Shell Distributor Value Proposition (DVP) in order to increase Mind Share of Shell from Distributors (OD) & work closely to build a strategic vision that aligns with Shells long term strategy
• Promoting digitalization & use of data. Ensuring ERP & SFA tools are fully utilized and ensuring sales out & inventory data is shared correctly through close monitoring and setting KPI’s for assessment.

Performance Management

• Working closely with all Distributors functions on building and committing on the detailed yearly Business Plan.
• Business plan includes volume targets per SKU per DSR on monthly basis, marketing strategy and activities, organizational resources needed to achieve the targeted volumes.
• Business plan reviewed on monthly basis against targets, identify gaps, action on closing and follow up.
• Along with ICE team run the capability assessment, identify main gaps, mutually agree on actions to close, timeline and checkpoints.
• Collaborate with ICE team to have an updated distributors network assessment.
• Run with the distributors WILO, MILO and QBR to track performance on all levels and come up with trackable action plans to enhance performance.
• Confirm distributors are Fully utilizing the use of the SFA tool, increase number of collected data points and ensure data quality for better data analysis.
• Fully utilize the SFA usage to extract reports that reflects sales out performance, Pipeline & CPT Reports to help DSM and DSS in reviewing and assessing DSR Performance.
• Support ICE team in identifying gaps and implement the related activities to close.

Training & Development

• Assess Distributors staff core competencies through direct engagement with sales staff in Morning Meetings and shadowing sales processes in field visits with DSM and arrange periodic trainings on Shell Products , Value selling , Shell CVP & Selling skills and come up with trackable coaching action plan and assess training benefits
• Provide support to Distributors where appropriate. Engage supporting functions in Shell that could help at delivering customer promise
• Support distributor in competency mapping of their team, enabling a layered organization with transition plan in place for staff and have a rewarding system defined for sale staff as a motivation.
• Field coaching for distributors sales force.
• Communicate with ICE his observations on the team’s development requirement

What you bring

• Bachelor’s degree in Technology or a related discipline, with around 5–6 years of experience in Channel Management and Key Account Management.
• Techno-commercial professional with a strong understanding of channel partner operations and financial management.
• Proven sales experience with a successful track record of developing profitable business through channel partners and key customer relationships.
• Strong capabilities in:
• Channel and key account management
• Sales and business development
• Market analysis and insights
• Language proficiency: English Hindi
• Willingness to travel extensively across Himachal Pradesh, Jammu, and Pathankot.
• Must possess 4-wheeler driving skills and be comfortable with frequent field travel.

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.

What we offer

You bring your skills and experience to Shell and in return you work with talented, committed people on one of the most important challenges facing our planet. You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You’ll be able to balance your prior