Country Distributor Manager

2 weeks ago

Sydney, New South Wales, Australia Shell Full time

The Role:


Do you thrive in a fast paced, dynamic business? Then this could be the role for you You will be joining an Entrepreneurial and diverse team with members based across the Asia Pacific region.


Where you fit in
As Country Distributor Manager, you will be part of a leading global energy company with a regional mandate.

You will be responsible for the Indirect sales, financial and operational performance management of Shell's distributors in the South Pacific Islands and New Zealand region.


What's the role?


A highly autonomous, remote working role with a strong mandate for growth, you will be experienced at managing reseller (indirect) sales partners with a proven track record of delivering sales results in highly competitive markets.


A Key objective is to achieve the 5-year growth aspirations, while maximizing the value of the partnership to ensure the delivery of key business performance metrics.


To exceed in this role, you will be a results-driven sales manager with downstream petroleum experience that thrives on delivering results through others.

An active sales coach, mentor, trusted business partner you will rise to the challenge of operating through reseller partners and enjoy an autonomous working environment.


Accountabilities:

  • Indirect sales management of reseller business partners (Macro Distributors).
  • Financial management of reseller performance KPIs, credit risk management etc.
  • Developing and co creation of 35 year Strategic Business plans with the reseller business partners executive team. An experienced business coach with s strong ability to influence through non equity channel partners.
  • Nonfinancial KPIs e.g., demand forecast accuracy (DFA/OTIF), Portfolio health, Pipeline strength.
  • Sales and technical capability building in reseller markets with a focus on Sales management, Marketing, Digital and Technical lubricant competencies.
  • Work with all business functions to drive efficiency and effectiveness in the distributor business, e.g., Supply Chain, Customer Operations, Finance.
  • Play an active team role building the Oceania business to achieve its Ultimate Potential.
  • Build market intelligence, comprehend/attend to country and categoryspecific trends, opportunities and challenges, incl. competitive intel, e.g., marketing activities, distribution.
  • Inspire and build common a vision via effective communication on strategic plans, and results to wider organization as well as represent and contribute to leadership team agenda.
  • Build and maintain strong, longlasting customer, distributor, and organizational relationships.
  • Codevelop, monitor, and support implementation of the annual Business Plan with the business partner.

What we need from you
We are keen to speak to professionals with the following job knowledge, skills, and experience:

  • Solid understanding of the downstream lubricants business together with extensive commercial sales experience of lubricant business, its strategy and value propositions, with experience in both direct and indirect sales.
  • Strong commercial acumen / business sense and a proven track record of delivery through others.
  • Strong relationship management & business experience as well as communication and stakeholder management skills at varying levels both internally and externally.
  • Customer focus & local marketing knowledge and experience will be well regarded. Understand the market, circumstances and customer needs finding ways to increase the value of the business of the counterpart through sales volume, additional margin, increasing share of premium etc.
  • Proven ability to work independently with little supervision, with successful experience collaborating as part of a virtual team.
  • High crosscultural awareness. Be able to build and maintain relationship and effectively interface with different cultures and adapt to the local requirements while driven business performance.
  • Mastery of Channel and Sales Management, Commercial and Economic Acumen, Contract Negotiation and Management, and developing CVP.
  • Highly skilled in Strategic Customer Insight, Value Chain understanding, Customer Experience management, and Project Delivery.

More about Shell in Australia


Shell Australia is a leading natural gas producer, and we are playing our part in the transition to a low-carbon future by also investing in the power sector, renewable energy sources and carbon abatement activities.

A Shell career offers opportunities to work on innovative projects such as the Prelude floating LNG facility offshore of Western Australia and the QGC onshore gas business in Queensland.

Beyond these are a wide range of Shell's New Energies development opportunities. Join Shell and let's power progress together with more and cleaner energy solutions.

An innovative place to work
There's never been a more exciting time to work at Shell.

Join us and you'll be adding your talent and imagination to a business wit

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