Indirect Business Development Manager Industrial Lubes - Virtual

Profile

110644BR

Job Title:

Indirect Business Development Manager (Industrial Lubes) - Virtual

No. of Positions:

1

Job Description:

As part of Shell Lubricant’s 2019 strategy, the Industrial business will be one of our largest growth drivers, with the goal of achieving double-digit market share while delivering profitable growth each year. Key to success will be to build a strong network of highly aligned and capable industrial Distributors, who will work closely with Shell sales and technical resources to develop and expand our industrial lubricants business. This Distributor Industry BDM role is a critical position, providing the necessary focus and expertise to identify new opportunities, build distributor capabilities and implement effective sales processes to win in the industrial sectors. This will demand rigorous prioritization and strong relationship-building skills from the BDM, as they will need to leverage a wide network of resources, both within the Distributor community as well as within Shell.

The Indirect Business Development Manager (BDM) will be accountable for delivering the top-line volume and C3/C5 targets for a select group of capable distributors within the Indirect LOB. The BDM also will be responsible for the pipeline and will be responsible for building strong relationships with key stakeholders to drive growth.


Develop, update and implement the Account Plan (POAP) covering Products, Services, Marketing Goals for customers and prospects within assigned territory.
Lead external distributor teams to turn prospects into Shell customers.
Actively prospect for new business with agreed local accounts, demonstrating sales leadership around Sales 1st, in particular, the use of Salesforce1 on a daily basis as the platform for managing the opportunity pipeline.
Plan, monitor and achieve individual sales targets and contribute to overall team performance.
Understand and keep track of changing customer needs and business environment to ensure the most appropriate service providers are assigned to fulfil the customer needs.
Work with ICAM to drive focus, action planning and delivery of distributor pipeline opportunities as well as protecting critical accounts through Site Assessments and Account Planning.
Provide regular updates to the S&OP team to ensure accurate forecasts are in place for both existing and new business.
Have in-depth knowledge of the key competitors and understand their strengths and weaknesses thereby exploiting opportunities arising from these.
Accountable for driving own individual development to continuously improve competencies.
Adhere to the Life Saving Rules, ensuring that behaviour reflects Shell HSSE culture and policy whether at our premises, travelling or at customer sites.


Auto req ID:

110644BR

Skillpool:

Commercial Business to Business (B2B)

Country of Work Location:

United States

Company Description:

Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the world’s growing need for more and cleaner energy solutions in ways that are economically, environmentally and socially responsible. We have expertise in exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals.

As a global energy company operating in a challenging world, we set high standards of performance and ethical behaviors. We are judged by how we act and how we live up to our core values of honesty, integrity and respect for people. Our Business Principles are based on these. They promote trust, openness, teamwork and professionalism, as well as pride in what we do and how we conduct business.

Building on our core values, we aspire to sustain a diverse and inclusive culture where everyone feels respected and valued, from our employees to our customers and partners. A diverse workforce and an inclusive work environment are vital to our success, leading to greater innovation and better energy solutions.

Disclaimer:

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date.

Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world.

The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand.

Shell participates in E-Verify.

All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information or other protected status under federal, state or local laws.

Shell is an Equal Opportunity Employer - Minorities/Females/Veterans/Disability.

Work Location:

SOP US - Home Office Site

Requirements:


Must have legal authorization to work in the US on a full-time basis for anyone other than current employer
Bachelors degree in Business, Marketing, Economics, Finance, Engineering, or another relevant discipline is preferred
Minimum Five(5) years of industrial experience in technical sales with knowledge of lubrication products and applications.
Demonstrated success in a sales functions with results-driven, challenger/disruptor mindset.
Certified Lubrication Specialist (CLS) / Oil Monitoring Analyst (OMA) Certifications is an advantage.
Ability to value sell with a focus on brands & CVP's.
Ability to successfully operate with stakeholders at all levels of internal and external partners.
Previous in-depth experience of indirect / distributor channel management preferred.
Strong analytical skills.
Strong customer focus, relationship building, communication, sales coaching, decision making, and commercial acumen.


Additional Information :


Significant local/regional travel will be required - approximately 50-60%.
The position will be responsible for the industrial LOBS for Reladyne (all branches) and PPC Lubricants.
Work location is flexible based on heavy travel requirements.


City, State (if applicable):

Houston, TX

Company info

Sign Up Now - FinancialServicesCrossing.com