Shell

Job Description:

This position is responsible for the growth of the Indirect Lubricants business in Turkey managing contractual relationships with Distributors, Motor Factors and eCommerce platforms via a team of Indirect Channel Account Managers (ICAMs) & Business Development Managers.

The role of the STL Indirect :

- Cash Delivery & Yield - Meet annual P&L targets set for Premium, C3, C5, OPEX, Volume, DSO/Overdues and portfolio health.

- Relationship Management - Manage relationships with key stakeholders in the third party organisations (Owners, VP, GM, Sales Managers) to ensure high levels of mindshare, strategic alignment, delivery and satisfaction

- Business Planning - Drive creation and execution of shared strategic business plans to deliver value for both parties in the assigned PAR including incentive schemes, marketing intiatives and capability improvement opportunities

- Pipeline and Data - Drive strong pipeline management discipline and compliant data sharing within the channel to provide insights and actions which increase hit rates, reduce churn and improve marketing activities. Drives data integration intiatives with the network and uses as an enabler to developing future growth strategies

- Route to Market - Continuously monitor and evolve the RTM strategy for the OU/PAR to ensure that the partner profile and performance of the network reflects the changing landscape of end customer needs and buying journeys leading periodic strategic reviews for the geography. This should be done in alignment with the direct channel.

- Services & Sustainability - support Shell's role in the energy transition by motivating channel partners to sell through our sustainable products and increase our penetration of lubricants services offers such as LubeAnalyst and bringing market insights into Shell around customer needs and opportunities

- Team Development - Develop the team to become a high performance sales team via regular coaching and development discussions. Manage talent and succession balancing diversity, experience and capabilities

- Indirect Leadership Team - Play an active role in the Indirect Channel Leadership team, contributing to the development of a high performing team promoting a culture of a care and a learner mindset. Be prepared to actively take the lead on pan Indirect EU activities as appropriate and be part of the collective group to drive the strategic intent for the business

Safety and Compliance:

- Be responsible and proactive in HSSE issues affecting Shell staff and customers by driving a culture of care across the organisation.

- Delivery of Goal Zero for the team with focus on road and travel safety & Near Miss Reporting

- Anti-Trust and Contract Compliance - minimises potential risks when working with Third Parties by ensuring compliance with latest Ethics, Trade Compliance and AT processes

- Manual of Authorities - Ensure team and self work within agreed authority levels with Credit, Pricing & Debt to minimise exposure for the company

The position is part of the European Indirect Sales, Marketing and Technical organisation and reports to the GM Indirect Europe.

Dimensions:

40~ million litres

19 million C3 USD & 17 million USD C5

Direct Reports: 7

Number of Distributors: 11

Skills & Requirements

• Extensive experience in a commercial environment

• Proven track record in leading, coaching and inspiring sales and/or commercial teams

• Proven success in developing and managing a profitable business via Distributors/Third Parties

• Strong interpersonal, negotiation and collaboration skills with the ability to build relationships across a deep and wide range of internal and external stakeholders

• Strategic mindset with the ability to evaluate, develop and communicate approaches in an easy to understand manner

• Demonstrated knowledge and experience of being a driver for change, challenging the status quo and successfully adapting sales strategies and approaches based on external trends

• Good understanding of the Lubricants market would be an advantage

Additional Information

This role will include approx 30% 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.

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Special challenges include working closely with pricing in a highly dynamic market and watching the competition closely to position and reposition quickly and dynamically to maximise overall long term value to Shell.

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o Internal: Business Manager Indirect