Shell Indirect Channel Account Manager in Dubai, United Arab Emirates

Auto req ID 59327BR

Job Title Indirect Channel Account Manager

Country of Work Location United Arab Emirates

City, State (if applicable) Dubai

Work Location Dubai

Company Description Shell has been active in the United Arab Emirates since 1957. In the UAE, Shell is involved in every stage of the petroleum value chain – from the discovery and production of oil and gas to the distribution, marketing and retailing of oil, gas and petrochemicals. Your career at Shell UAE will thrive, thanks to its unrivalled career development programme that will see you tap into a pool of local and global experts that will help you unlock your potential and thereby help Shell expand its innovative scope. Shell UAE trades with customers throughout UAE and neighbouring regions from individual entrepreneurs and small businesses to major industry and multi-national companies. Shell UAE believes in giving back to the community: the Emirates Businesswoman Award, for example, aims to raise the profile of active business women in the UAE and encourages them to take on active roles.

Job Description

General Position DefinitionManage B2B indirect channel across the UAE for industrial lubricants across all sectors. Oil & Gas, Fleet & Construction, Power, General Manufacturing, Mining & Quarrying across the UAE.

PurposeTo develop and manage long-term indirect channel relationships with the B2B Distributor at all levels within the organization to achieve the overall sales targets and ensure that end customer satisfaction and strategic alliance are achieved.

To grow our B2B business via the indirect channel (distributor) by agreeing and managing annual business plans, performance and delivery of the channel. Ensuring all sectors are reached via the distributor by having a solid organization in place with clear sector specific strategies and execution plans. Coaching the distributor team at all levels on technical product features and benefits, value selling, creating winning value propositions to the end customers and building long term winning relationships in the market.

Ensure distributor fitness to achieve the company’s long term objectives. Take an active role in the Rout to Market annual review process and planning for alternative should a need arise.

Accountabilities- Day to day management of the distributor to ensure annual business plan delivery.

-Weekly, Monthly and quarterly reviews with the distributor to measure performance against annual business plan.

  • Relationship management on all levels with the distributor, commercial, financial, HR, Technical, owner and alignment to strategy, growth aspirations and support required.

  • Help the distributor develop pipeline of opportunities per sector and support the Distributors to grow the businesses in the chosen sectors & segments

  • Support the distributor to arrive at a market approach strategy

  • Business Sales Processes

o Implement and maintain the Company’s standardized sales and business management processes in line with the Distributor Management Plans and deliver the sales and profitability plans for the distributor of your responsibility

o Proactively work with key service providers to ensure there is a culture of understanding and co-operation between sales and service providers, particularly when conflicts may arise from a distributors perspective.

o Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell Values and other relevant Shell policies.

  • Customer Relationship Management (CRM)

o Establish, develop and manage a win-win distributor relationship by building and maintaining relationships with key stakeholder at appropriate levels with measured outcomes.

o Drive the management of distributor relationships by;

  • Participating in customer site visits for their top/big customers

  • Delivering value propositions and account implementation plans to add maximum value to both the customer and Shell.

  • Drive the pursuit of new business through the distributor and their growth in line with the Lubes strategic direction.

  • Monitoring and Reporting

o Monitor credit receivables to ensure they stay within agreed targets for all nominated customers.

o Plan, monitor and achieve individual sales targets in line with quarterly reviews. Distributor facing time should be inclusive of CRM and new business prospecting in line with the strategic direction.

o Implement the pipeline management process (SPANCOP) to generate prospect lists that can be viewed and monitored. Utilize the SPANCOP process to show evidence of targeting new accounts. Convert to new business and measure success of conversion rate.

  • Business Development

o Maintain in-depth and current product and industry knowledge.

o Monitor key competitors in the sector and understand their strengths and weaknesses in order to maximize sales opportunities.

o Understand and keep track of changing customer needs, customer structures and the business environment. Using specific knowledge of the customers operations and processes, develop proposals that provide significant process improvements or cost savings to the customer and profitable and sustainable business to Shell.

o Contribute to the overall planning and development of the commercial business by providing recommendations and market intelligence on business, customer, competitor and market issues to the marketing team.

o Assist in identifying new growth opportunities in line with the Lubes strategic marketing direction.

o Where applicable, leverage marketing sponsorships to network with key sector players.

o Ensure compliance with the Anti-Competitor laws and other relevant legislation at all times.

o Contribute to the development of effective teams by building and maintaining positive working relationships and demonstrating Enterprise First, Sales First (call planning, use of calendar, call reporting , POPSA..) and Leadership attributes behaviours.

o Contribute to effective team communication in all areas of interest (ie. weekly team reviews, market intelligence information etc.)

o Liaise with the Lubes technical delivery team where required to plan and co-ordinate technical resources to maximize value to Shell and the customer.

  • Behaviours

o Be responsible and proactive in Health, Safety, Security and Environment issues that affect the individual, the office/field environment and customers. Comply with HSSE policies, procedures and reporting requirements.

o Be accountable for own Individual Development Plan and implement strategies to improve competencies


Experience and Qualifications requiredo University degree or above with >6 years experience in sales/managing channel praters, distributors.

o Understand Distributor Management in terms of selling through concept implementation in delivery of results as opposed to just to selling to distributors.

o Strong analysis and problem solving ability.

o Track record in delivering results and achieving business/sales targets through others.

o Drive, self-motivated, high on achievement; result-oriented, able to work under pressure and a clear challenger .

o Working knowledge of B2B sectors and distribution channels

o Demonstrated ability to identify and improve service offerings in line with customers operations and processes.

o Ability to build and maintain positive distributor relationships and work in a team-orientated environment.

o Strong negotiation skills that support gaining a growing mind share at Distributor end.

o Previous experience in managing complex stakeholder issues and complex account plans highly desired.

o Excellent communication and networking skills.

o Demonstrates a good knowledge of HSSE standards and practices

o Can communicate in English (writing and/or conversation). Arabic is a plus

o Good PC skills

No. of Positions 1


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Shell is an Equal Opportunity Employer.

Removal Date 27-Sep-2017