Regional Sales Mngr Indirect B2B Mumbai

3 weeks ago

Mumbai, India Shell Full time

**The Role**:
Do you have a passion for Sales and Channel Management with a background in lubricants? Then, this role might be for you

**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.

In this role you will deliver Top Line and Bottom line on Industrial Indirect accelerated growth trajectory for India. You will lead, manage, develop, and motivate the Indirect Sales team managing Indirect Distributors for India Lubricants Business. Lastly, you will lead the culture and discipline of inculcating Sales basics by driving Coverage & Penetration as ways of doing business.

**What’s the role?**

As Regional Sales Manager, you will be managing a team of ICAMs to achieve the Volume, C3 and C4 targets for the Lubricants Industrial Indirect business for India as per T&R plans for the year.

Further accountabilities are as follows:

- Grow Premium & Services business at Distributor level.
- Sales force competency development through a continuous process of assessment, review, feedback & coaching.
- Working Capital Management with accurate Sales forecasting, good credit control as focus areas and deliver business plan as per the targets. Take business decisions that reduces risk to business and is profitable to the organization.
- Maintain and grow good working relationships and business associations with the OEM and Business associates.
- Drive the business through CPT & SPANCOP process, supporting the team for conversions and ensuring increase in market penetration and market share
- Track the Net Proceeds movement along with Cost Movements, Competitor activity & Brand aspirations to be ahead of Pricing plan for the business.
- Ensure Sales 1st process and Pipeline Manager Implementation Tool implementation are fully embedded in the team and consistently met by self and fully adhered to by the team;
- Effectively manage direct costs within the business and ensure competitive cost structure for business conduct
- Partner with the Marketing / RTM / Technical / LSC / Global Accounts teams to build, support, develop and implement various initiatives undertaken by these teams for achieving the business growth strategy.
- Utilize all available resources effectively for business growth and manage interface with support functions for the business.
- Ensure business / market share growth over long term in line with Group expectations and strategy.
- Play the key role in the change management initiatives for the organization to support the Streamline projects; ensuring Streamline compliant offers and correct data, ensuring necessary training is carried out with the sales team, etc
- Implement the Indirect Channel management strategy of the organization and ensure all processes / systems / activities are done by the team in line with the same.
- Adhere to Shell General Business Principles in all transactions and conduct of business with external parties; demonstrate and inculcate this behaviour within the team members internally.
- Demonstrate commitment to and be responsible for HSSE and the company commitment to sustainable development; inculcating safety conscious behaviour, with external parties and internally within the team; meeting own safety targets as per the performance contract.
- Demonstrate inclusive behaviour in all aspects of the company's work, provide equal opportunity and treatment to people from both genders, different cultural and ethnic backgrounds and recognize and respect different ways of thinking.

**What we need from you**
- Engineering & Management degree an advantage
- Minimum of 10-15 years’ overall work experience with good exposure of Managing Indirect Business (Preference: Industrial Business & Engg Background)
- Proven track record in coaching, leading and inspiring teams
- Significant Sales experience, with proven success in developing profitable business
- Indirect Channel experience of handling and growing distributors
- Strong experience of pipeline management and CPT management
- Clear examples of leading multifunctional team

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, e

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