Purpose
The primary purpose of this role is to drive profitable sales of lubricants across all market segments while ensuring compliance with HSSE standards throughout the customer lifecycle, from recruitment to product usage. Additionally, the role aims to provide efficient and professional technical support for fuels and lubricants to guarantee the smooth operation of customer equipment. It also involves conducting studies, surveys, and assessments of customer operations to evaluate the impact and contribution of fuels and lubricants. Furthermore, the role contributes to the development, implementation, and effective delivery of competitive customer value propositions (CVPs) for fuels and lubricants within the country.
Position Accountabilities
Sales Focus Role
- To achieve volumes and profitability targets.
- Keep abreast of market developments and grab new opportunities by developing innovative CVPs.
- To make use of financial reports to track customer profitability and conduct sales analyses.
- Promote sales and realize the C3 T&R targets in the above segments related to B2C using the Sales First tools.
- To reply to tenders with regards to B2C sector and to seek for appropriate authority of approvals as per MoA.
- To manage the distributors performance (volume, margin level, network coverage, customer satisfaction, accompany them during customer visits etc.) and support them to deliver the set targets using DICE tools.
- Update C4C on weekly basis including SPANCOP opportunities, Key account plan and POPSA
- To promote / improve sales of Shell Lubricants at High Street Resellers by focusing on Availability, Visibility, Accessibility & Promotion of our products.
- Actively seek opportunities to sell old/provisioned stocks of lubricants to minimize their impact on P&L.
- To do Credit Risk Assessment of all customers in the B2C sector as recommended by credit risk management system. Recover all debts as per payment terms & meet/exceed overdue and DSO targets.
- Conduct brand mapping every quarter to gather marketing intelligence so as to be able to monitor competitor activities & review VEML’s pricing whenever required.
- Actively prospect competitor customers and shared customers to increase uplift of Shell Lubricants.
- To determine the differentiated offers that Shell can propose to customers relevant to their needs with a view to develop competitive advantage through specific customer value proposition.
- To provide forecast for the B2C channels and participate in the S&OP meetings in order to ensure a smooth supply of products.
- To coordinate with the Marketing team and implement marketing initiatives and brand management recommendations with a view to reinforce our leading brands.
- Provide weekly call plan & call report, monthly accounts plans and quarterly SPANCOP to Line Manager & Commercial Manager.
- Understand the supply chain process from ordering till product reaches the depot.
HSSE
- Implement HSE MS and comply with Group requirements with regards to HSSE issues.
- To monitor distributor performance to ensure adherence to Group Policies & Standards and departmental targets.
- To monitor used oil collection at customers as well as disposal site.
Technical Focus Role
- Give advice on general fuels and lubricants matters. Investigate, manage and resolve specific lubricants and/or fuels related problems.
- Product Stewardship Focal point. Provide technical response to field force and customers on lubricants & fuels spills advising on HSSE and disposal/treatment options.
- Provide general fuels and lubricants monitoring service to customers as guided by the businesses.
- Pro-actively identify opportunities / facilities for new products and assist with field trials in conjunction with product and market specialists as required. Develop DVRs and ensure that they are acknowledged and signed by customers.
- Participate in product training programmes as and when required.
- Adapt/develop CVP’s for building competitive advantage in order to protect existing businesses and secure new ones.
- Conduct VIP’s & capture the value behind launched VIP projects with customers.
- Seek opportunities for Cross and Upselling activities and provide needed technical support to win the opportunities.
- Support business deliver X sell & Up sell lubricants volumes.
- Give advice on general Fuels and Lubes issues including key elements of impending industry or Shell developments as guided by marketing.
- Learn and give Lubricants Technical support to Distributors (Run a Training Session, CVP’s, Product stewardship)
- Assist customers and sales force with the interpretation of laboratory results, reports and analyses.
- Participate in product training programs for internal and external stakeholders as and when required.
Requirements
Qualifications, Job Knowledge, Skills & Experience
- Engineering degree, preferably in Mechanical or Mechatronics Engineering
- Proficiency in English and French languages.
- Good Team Player
- Business Acumen and Technical knowledge
- Innovation and Creativity
- Demonstrated success in building and maintaining technical or commercial relationships with profitable customers across a range of market sectors would be an advantage.
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Last updated on Jul 25, 2024