Job Purpose:
Identify opportunities for export of lubricants into the scope markets, deliver on volumes, proceeds and profitability results in Lubricants for the portfolio of customers and channels including indirect and B2B.
Principal Accountabilities:
- Develop a pipeline of prospects to become potential distributors of Shell lubricants in the scope markets
- Out of the prospect list, recruit suitable partners & distributors with inputs from the lubricants export organization using an assessment tool, and recommend the right set of partners for each market.
- Develop appropriate business models and a go to market strategy for each scope market
- Closely work with central support teams to establish all aspects of enabling business. These include but not limited to Supply chain, product line, pricing, brand and marketing, indirect channel, B2B and mining
- Develop and maintain long term commercial relationships with key distributors and their customers
- Achieve within the defined customer base, financial, volume and other related business plan targets for lubricants and other associated products and services, as specified within the distributor business plan
- Initiate, implement and monitor lubricants distributor program with clear targets and objectives that will allow the organization to monitor performance against plan
- Manage and support implementation of marketing strategy, propositions & promotions in the indirect channel
- Liaise with other central support teams to conduct technical training for distributor's staff
- Proactively liaise and communicate with all departments within the Operating Unit (OU) where the customer is served to ensure customer's requirements are met
Key Challenges:
- Embrace both customer and OU requirements for greater understanding between all parties and improved business performance via training and marketing
- Develop strong working relationships with Distributors & customers at all levels, to sell-in and implement the agreed business strategy and lubes partnerships programs
- Identify and pursue all opportunities to trade up and cross-sell at all levels
- Develop greater profit opportunities for the distributor and the OU and thus creating a barrier to entry for the competition
- Develop business plans for all distributors with clear targets and objectives that will allow the OU and distributor maximize business opportunities in the market
- Plan and execute sales with negotiation tactics.
Requirements
- Bachelor's degree preferably in Marketing or Engineering with at least 5 years work experience in Sales & Marketing field
- Hands on experience in selling & negotiation, customer relationship management and channel management
- Good problem-solving skills
- Fluency in French primary and English languages
- Previous experience in distributor management in multiple countries for lubricants / auto parts/ FMCG products will be an added advantage
- Travelling in all corners of Africa as and when necessary
