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