Company: Shell
Skills: Sales
Education: High School/Secondary
Location: Guangzhou, Guangdong Province, China

About This Role:
To maintain and develop relationship with distributors and sell through them to grow our lubricants business by increasing volume and margin in line with business plan. Set up a robust distributor network as a solid platform for business growth.

Job Accountabilities:
• Exceed team and individual KPIs as set by the Sales team leader.
• Develop and manage a distributors network to deliver Shell CVPs to final users in an efficient, cost effective, consistent and sustainable way.
• Ensure that all distributors are aligned to Shell channel strategy and deliver a mutually agreed sales business plan. Leverage Shell DVP to increase distributors' profitability and mind share to Shell.
• Plan distributor/customer calls and visits to provide the appropriate level of service to distributors and customers with a focus on retaining/expanding business relationships.
• Increase the value for existing Shell customers through cross, range and up selling.
• Develop new opportunities with prospective customers through distributor network
• Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.
• Plan, monitor and achieve individual sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.)
• Develop, update, maintain, and communicate the distributor business plan, and manage distributor performance with Shell provided sales tools
• Be responsible and proactive in HSE issue that affects the individual, the office/field environment, distributors and their customers.
• Be accountable for own development plan to continuously improve competencies