Job Description :
If you aspire to drive growth in the most critical market of the Middle East Lubricants Business, and if you are self-driven to work in a challenging and fast-changing external environment where every day will bring you new opportunities, then this could be your chance to demonstrate your abilities & results in one of the most exciting / dynamic Indirect markets around the globe.
We aim to hire the right talent that will make the team great, as big things / results are always led by teams.
Where you fit in
The UAE B2C Indirect business of the Middle East Lubricants is a part of the Europe, Africa & the ME region of the Global Lubricants business and has been identified as the critical region to grow market share of Shell Lubricants to maintain a global market leadership position.
You will be our focal / Account Manager for UAE B2C Distributor who will propel the growth of ME lubricants business to achieve 2025 ultimate potential ambition of doubling the business.
You will be responsible to manage UAE B2C distributors and influence their organization & staff to achieve personal targets and ensuring volume and bottom-line growth.
You will be expected to deliver B2C growth targets through our partners by equipping them with the necessary training, expert solutions, marketing, and relevant promotional activities.
Indirect Channel for UAE / ME has been identified as one of the most important growth pillars to achieve our 2025 ultimate potential objectives.
As an Account Manager overlooking UAE B2C Distributor business, you will directly work under the leadership of Regional Sales Manager ME business, and be the driving force to attain growth objectives in the above-mentioned critical UAE market.
You will be leading the business agenda of your distributor to achieve full potential targets by liaison with Marketing, LSC, Technical & Finance colleagues internally to achieve growth ambitions.
What’s the role
The role requires a passionate individual having strong commercial & selling skills, product & market knowledge, stakeholder management skills, and a proven record of managing the Indirect Channel & Distributor Network.
The potential candidate will be responsible to manage the UAE B2C distributor.
More specific responsibilities include :
Achieve / exceed KPIs : HSSE, volume, net revenue channel / product category-specific growth, and sales excellenceDevelop, execute and align strategic plans to grow customer base, distribution, and market share in assigned geographyDrive the agenda of Sales & Indirect Channel Excellence with own as well as partner’s organizationAggressively grow premium grades share in B2C UAE market.
Engage direct, cross-functional teams and external partners to achieve KPIs in respective countries.Be accountable / responsible for personal and distributor team development, arrange appropriate training to achieve agreed development goals, and improve competencies.
Coach Macro Distributor staff to meet the development goals and to exceed targets with a strong focus on Sales Basics.Build market intelligence, comprehend / attend to country and category-specific trends, opportunities, and challengesMonitor competition, pricing, products, distribution, and marketing activities and asses value chainEffectively communicate strategic plans and relevant projects to distributors in order to take align their organization with Shell’s growth ambitions.
monitor progressProvide monthly / future sales forecast and coordinate with the supply chain function for efficient deliveries.
What we need from you
Graduate in business, sales, marketing, or equivalent experienceIndirect Channel management experience of 5 years will be preferred and within Lubricant industry will be an added advantageProven experience in Lubricant sales roles and a track record of managing Indirect Channel, having a regional experience in ME will be an added advantage Must be comfortable with numbers and business finance with a demonstrated ability to pull economic and accounting leversExcellent written and verbal communication skills, including the ability to present strategy and results to staff members at every level of the organizationExperience in deploying and using Sales Management tools like Salesforce, SFA, etc.
Ability to build and maintain relationships with Distributors, customers, internal and external stakeholdersDemonstrated negotiation skills