Shell Indirect Channel Account Manager in Philippines

Auto req ID 61185BR

Job Title Indirect Channel Account Manager

Country of Work Location Philippines

Work Location Manila

Company Description Shell has been present in the Philippines since 1914 and today employs more than 3,000 people. Shell’s diversity of operations in the Philippines attracts world-class graduates and experienced professionals alike. Our commitment to your career and learning is evidenced by our industry-leading career development programme and unrivalled access to a local and global pool of experts. Innovation is imbedded in our working culture, and you will benefit from our drive to help you succeed and unlock your potential. The Shell companies in the Philippines (SciP) include various companies operating in oil and gas exploration, production, oil refining, distribution and sales to consumers. Pilipinas Shell Petroleum Corporation (PSPC) refines, blends, transports and sells a wide range of high quality fuels, lubricants, liquefied petroleum gas, bitumen and other specialty oil-based products. It operates a 93-thousand barrels per day refinery, 22 oil depots across the country and over 970 retail stations nationwide.

Job Description

  1. Managing the distributor network employing a consultative approach in accordance with the Distributor Sales Excellence Standards.

  2. Strategy and Target Setting through good understanding of the Market

  3. Pipeline Management (Coverage, Penetration and Throughput)

  4. Coaching and Training of Distributor Owner and its Sales and Marketing staff

  5. Manage and Ensure Distributors’ compliance to the Distributor Capability Standards namely:

  6. Financial Capability

  7. Strategic Alignment

  8. Effective Leadership and Competent Distributor Sales and Marketing Organization with sufficient succession plan

  9. Capability to Deliver the Shell CVP to end customers

  10. Create brand awareness to induce trial, repeat purchase and achieve brand loyalty.

  11. Monitor and provide feedback about centrally-run trade/consumer promos to the Marketing Team

  12. Design, implement & monitor the effectiveness of local retail advertising & promotions (LRAPs) and special events

  13. Conduct point-of-sale (POS) advertising at retail outlet level (RTO) through merchandisers and/or distributors.

  14. Negotiate and pay local suppliers of POS materials

  15. Develop the IWS network

  16. Measure performance vs target and manage resources efficiently.

  17. Track distributor sales performance (sell-in vs sell-out) trying to strike the optimum balance of product mix to deliver the premium and margin targets

  18. Conduct regular business reviews (WILO, MILO and GPS) with the distributors and its sales and marketing staff

  19. Compliance to the Sales 1 St Flagship Standards


3-4 years Sales or any related work experience

Selling and Negotiation Skills

Distributor Management Sills

Customer Relationship Management Skills

Results Delivery oriented

No. of Positions 1


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Shell is an Equal Opportunity Employer.

Removal Date 11-Nov-2017