Distributor Business Consultant

Profile

, India

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

August 22, 2022

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

If you have the passion to Change, Transform and give Strategic direction to our Indirect channel business and help Shell and Distributors realize their dreams, this role is for you. Join our team and you will be part of the transformative journey of indirect channel and see vision coming to life.

Where you fit

Shell Global Lubricants is the world’s #1 lubricants supplier and has been so for the past 15 years. We bring the Shell purpose of Powering Progress to life by producing the world’s best lubricants, driven by impeccable quality, clean innovation, and a customer-first focus.

Moreover, Indirect Channel is the Key growth lever for Country and Region and its transformation is key to deliver India and APME ambition. The transformation will be to fewer bigger better and highly capable & sustainable distributor network. As Distributor Business Consultant, you will be vital to this transformation. You will be part of a team that will passionately drive appointments and health of distributors to deliver business plan year-on-year. You will ensure strategic alignment of Distributors to Shell's vision and help him fix gaps in capability through continuous health assessment.

What’s the role?

As Distributor Business Consultant, you will deliver top line and bottom-line growth in the IC by leveraging the available resources. You are required to have a strong understanding of Distributor and Distribution Management, change management, analytics skills, developing customized process and KPIs, strategic leadership and ability to deliver through others. Furthermore, you will be accountable for the top and bottom lines targets assigned to the B2C indirect channel distributors.

Specific accountabilities are as follows:


Work on the distributors network sustainability and risk assessment, assess, draw scenarios/plan B, share with teams and act accordingly.
Execute and evaluate RTM performance of distributors.
Learn, communicate, and customize best practices from Shell and other industries.
Conduct financial analysis, ROI for distributors through self and 3rd parties and work on the outcomes to increase distributors efficiency and ensure fair share.
Construct the Annual Business Plan with sales team and take forward and lock with the distributors.
Run distributor capabilities assessment, identify main gaps, agree on action with the ICAMs and distributor owner and follow up the progress and support the implementation.
Put the necessary KPIs to maximize the distributors productivity and performance measures.
Put the necessary KPIs to develop the cross sell and up sell.
Fully support IC processes and behaviors by shadowing all distributors and attending their annual, quarterly and monthly business review sessions and develop meetings contents and the daily morning meetings contents.
Development and Coaching distributors Sales, marketing and technical teams on Indirect Channel Excellence implementation process and tools.
Run trainings on sales, negotiation, customer service excellence, products awareness,
Define indirect channel growth opportunities by analyzing available data.
Propose enhancements to the used digital tools including PMT for better planning, execution, monitoring, and reporting.
Understand the data importance and proactively think of how we can increase the data points recorded on the system.


What we need from you


Minimum of bachelor’s degree with at least 4 years sales experience preferable in indirect channel
Strong marketing and market analysis background.
Demonstrated ability to coach and train Sales on Distribution environment.
Strong business sense with good interpersonal and communications skills.
Proven experience in influencing capabilities and solid relationship skills.
Strong results-oriented team member with excellent communications skills and a strong desire to compete and win.


COMPANY DESCRIPTION

Shell is a global energy company where we work towards powering progress through more and cleaner energy solutions. We use advanced technologies and take an innovative approach to help build a sustainable energy future. In India Shell has its businesses footprint in Information Technology, Projects & Technology, Finance Operations, Integrated Gas, Downstream & Upstream spread across more than 7 main locations.

An innovative place to work

Join us and you’ll be adding your talent and imagination to a business with the ambition to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part.

An inclusive place to work

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment – one where you can express your ideas, extend your skills and reach your potential…

We are creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we’ll take it from there. We are striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity. We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.

A rewarding place to work

As an equal opportunity employer, combining our ideas through a creative, collaborative environment and global operations – we have developed and will continue to nurture a unique workplace with an impressive range of benefits to ensure that joining Shell is an inspired and rewarding career choice for everyone.

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DISCLAIMER:

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Shell/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.

According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

Company info

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