Shell Hiring for Macro Distributor Account Manager – CAS Job at Dubai

Macro Distributor Account Manager – Dubai

If you aspire to work for Global Market leaders in Lubricants business and work for one of the largest Energy companies in the world like Shall and If you aspire to drive growth in the most critical market of the Middle East and Central Asian Lubricants Business, and if you are self-driven to work in a challenging and fast changing external environment where every day will bring you new opportunities, then this could be your chance to demonstrate your abilities & results in one of the most exciting/dynamic Indirect markets around the globe.

We aim to hire the right talent that will make the team great, as big things/ results are always led by teams.

Where You Fit In

“The Central Asian (CAS) Countries Indirect business of the Middle East Lubricants is a part of Europe, Africa & Middle East region of the Global Lubricants business and has been identified as the critical region to grow market share of Shell Lubricants to maintain global market leadership position.

You will be our focal/ Account Manager for CAS B2B & B2C business in several Central Asian countries and indirect through strategic partners to propel the growth of ME lubricants business to achieve 2025 ultimate potential ambition of Lubricants business.

You will be responsible to manage CAS distributors through consultant approach delivering distributor value propositions helping them managing efficient pipeline & CPT process, achieve growth aspirations and improve their P&L to ensure long term healthy partnership.

Business, team, and culture

Indirect Channel for CAS has been identified as one of the most important growth pillars to achieve our 2025 ultimate potential objectives. As an Account Manager overlooking CAS business you will directly work under the leadership of Regional Sales Manager Middle East and Central Asian business and be the driving force to attain growth objectives in the above-mentioned critical CAS market. You will be leading the business agenda of B2B & B2C business to achieve full potential targets by liaison with Marketing, LSC, Technical & Finance colleagues internally to achieve growth ambitions.

What’s the role?

“The role requires a passionate individual having strong commercial & selling skills, product & market knowledge, stakeholder management skills and a proven record of managing the Direct accounts & Distributor Network with proficiency in Russian language.

Russian Language proficiency is a required skill to be successful in Central Asian cluster.

The potential candidate will be responsible to manage CAS business,

Financial Dimension:

• Volume: ~ 10 ML
• Proceeds: ~ $22 M

You will be responsible to develop business and growth plan of your business under the leadership of Regional Sales Manager and with the help of the team of Marketing, ICE, Pricing, Technical, LSC & Customer Ops etc.”

ACCOUNTABILITIES

• Achieve/exceed KPIs: HSSE, volume, net revenue/C3, channel/product category specific growth, and sales excellence
• Develop, execute, and align strategic plans to grow customer base, distribution and market share in assigned geography
• Drive the agenda of Sales & Indirect Channel Excellence with own as well as partner’s organization
• Aggressively grow premium grades share in B2B & B2C – CAS market.
• Engage direct, cross functional teams and external partners to achieve KPIs in respective countries.
• Be accountable/ responsible for personal and distributor team development, arrange appropriate training to achieve agreed development goals and improve competencies. Coach distributor staff to meet the development goals and to exceed targets with strong focus on Sales Basics.
• Build market intelligence, comprehend/attend to country and category-specific trends, opportunities and challenges
• Monitor competition, pricing, products, distribution and marketing activities and assess value chain
• Effectively communicate strategic plans and relevant projects to distributor to take align their organization with Shell’s growth ambitions.
• Negotiate under leadership of Regional Sales Manager the Annual Business Plans and investments with the external partners; monitor progress
• Provide monthly/future sales forecast and coordinate with the supply chain function for efficient deliveries.

Geographic Location:

Area of Scope – 8 Central Asian Countries

Base location- Dubai – One Central

What We Need from You

• Graduate in Engineering, business, sales, marketing, or equivalent experience

• Russian Language proficiency is a required skill to be successful in Central Asia cluster

• Proven experience in Lubricant sales roles and a track record of managing Distributors & Indirect Channel, having a regional experience in CAS will be an added advantage

• Strong stakeholders management skills.

• Strong negotiation skills

• Must be comfortable with numbers and business finance with a demonstrated ability to pull economic and accounting levers

• Excellent written and verbal communication skills, including the ability to present strategy and results to staff members at every level of the organization

• Experience in deploying and using CRM tools like Salesforce, SFA etc.

Potential Candidate with a strong commercial focus are critical to achieve our aims, to this end, candidates will be assessed on their capabilities against the DS Commercial Competence framework;

• Selling & Negotiating – Mastery
• Distributor Management – Mastery
• Customer relationship management – Mastery
• Applying Customer Value Proposition – Mastery
• Commercial and Economic Acumen – Skill
• Value Chain Understanding – Skill
• Managing Customer Experience – Skill
• Pricing & Exposure Management – Skill
• Project Delivery – Knowledge
• Contract Management- Skill
• Applying Technical Capability – Knowledge
• Customer insight into Strategy – Knowledge

An innovative place to work

There’s never been a more exciting time to work at Shell.

Join us and you’ll be adding your talent and imagination to a business with the ambition to shape the future – whether by investing in oil, gas and renewable energy to meet demand, exploring new ways to store energy, or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part.

An inclusive place to work

To power progress, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment – one where you can express your ideas, extend your skills, and reach your potential.

• We’re creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we’ll take it from there.

• We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.

• We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.

• We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.

A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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