ICAM Automotive Indore

Job Family Group:

Worker Type:

Posting Start Date:

Business Unit:

Experience Level:

Job Description:

Indirect Channel Account Manager in Automotive Indirect channel is the key resource to execute the business Growth & Market Share aspirations. He is key focal between the Internal Stakeholders of Shell & the external customers.

Where you fit

Consumers in India are highly selective and hugely receptive in picking out a brand they can trust. Shell India have an exciting plan to reach out to such consumers through a value chain comprising of Trade Garages Franchise Workshops & Mechanics. Distribution to these value chains is led by a team of dedicated Sales reps managed by capable Distributors.

As an ICAM you are responsible for inspiring motivating and managing the distributors and their customers. You would need to ensure that our Indirect Channel distributors are aligned to our goals strategy and practices and capable of delivering the CVPS to our preferred customer segments.

Whats the role

To Manage the E2E Process Within the Indirect Channel Distributor and ensure they are Aligned to Shells Goals RTM Strategies & Practices. Achieving Business Delivery Goals consisting of Sales Targets Marketing Action Plans & Operational KPIs supporting growth utilizing CVPs and sales 1st Techniques through Achieving Foundational Goals supporting Commercial Excellence.

Sales Growth

• Identify Growth and Distribution Opportunities in Distributor area through frequent scheduled field visits Gaining Market feedback and updates & Arranging Marketing meetings to Plan Marketing initiatives programs & Materials to increase the Value to Shell and Distributor through a range of Cross sell up sell and value selling activities
• Ensure total alignment of Sales growth and Distribution opportunities within distributor Organization through sharing of Monthly Retail Audit and distribution check records and setting Monthly and Quarterly KPIs to reflect opportunities track performance and support growth.
• Scheduled & Frequent Field Visits with DSR DSS & DSM to build relationships with different customer segments to gain market updates build constructive feedback and
• shadow & coach DSRs through selling process. Minimum number of days in field to be agreed and reviewed with STL
• Ensure linkages with Marketing team by implementing Marketing Plan (CVP Pricing Brand & Communications campaigns) and by monitoring and reporting market trends and competition initiatives strengths and weaknesses.
• Deliver the CVPs to agreed customer segment through Measurable and Trackable Organizational Development Performance Management Training and Development and Sales Growth supporting techniques.
• Ensure Internal alignment between Sales Marketing and ICE team understanding of roles and accountabilities getting adequate supports from the team and developing fit for purpose implementation programs.
• Develop and Maintain good and credible working relationship with Distributor organization and Distributor stakeholders to ensure Shell sales processes are being followed and to improve Distributor and Customers satisfaction
• Follow-up & Implement Distributors Customer service processes & Reports to ensure customer CVPs are being offered and identify improvement areas
• Set Monthly and Quarterly KPIs on Distributors that supports sales growth through enhanced inventory management sales & Financial Processes that supports the RTM strategy.
• Understand the local and global trend in growing the branded shops and proactively support the network growth and maintain high operational and customer service standards

Organizational Development:

• Full Understanding of Distributor Financial Process & Investment Model and thus consulting on Financial E2E Process to help improve ROI Collection Process & Turnover rate.
• Consultation on setting up customer service structure - Mainly in designing scope of work & initial handholding
• Design Alignment and consultation of Inventory Management & Logistics process within distributor that aligns with financial & sales processes including: Min Stock levels Reordering Forecasting Lead times storage &HSSE.
• Align the HSSE mindset of Shell within the Distributors organization to be applied and monitored and be proactive in HSSE Issues
• Getting involved & giving consultation to distributor on framing of their HR policies - Org structure and on hiring ensuring that they recruit develop Motivate and retain his sales force that deliver sustainable performance.
• Implement Shell Distributor Value Proposition (DVP) in order to increase Mind Share of Shell from Distributors (OD) & work closely to build a strategic vision that aligns with Shells long term strategy
• Promoting digitalization & use of data. Ensuring ERP & SFA tools are fully utilized and ensuring sales out & inventory data is shared correctly through close monitoring and setting KPIs for assessment.

Performance Management:

• Working closely with all Distributors functions on building and committing on the detailed yearly Business Plan.
• Business plan includes volume targets per SKU per DSR on monthly basis marketing strategy and activities organizational resources needed to achieve the targeted volumes.
• Business plan reviewed on monthly basis against targets identify gaps action on closing and follow up.
• Along with ICE team run the capability assessment identify main gaps mutually agree on actions to close timeline and checkpoints.
• Collaborate with ICE team to have an updated distributors network assessment.
• Run with the distributors WILO MILO and QBR to track performance on all levels and come up with trackable action plans to enhance performance.
• Confirm distributors are Fully utilizing the use of the SFA tool increase number of collected data points and ensure data quality for better data analysis.
• Fully utilize the SFA usage to extract reports that reflects sales out performance Pipeline & CPT Reports to help DSM and DSS in reviewing and assessing DSR Performance.
• Support ICE team in identifying gaps and implement the related activities to close.

Training & Development:

• Assess Distributors staff core competencies through direct engagement with sales staff in Morning Meetings and shadowing sales processes in field visits with DSM and arrange periodic trainings on Shell Products Value selling Shell CVP & Selling skills and come up with trackable coaching action plan and assess training benefits
• Provide support to Distributors where appropriate. Engage supporting functions in Shell that could help at delivering customer promise
• Support distributor in competency mapping of their team enabling a layered organization with transition plan in place for staff and have a rewarding system defined for sale staff as a motivation.
• Field coaching for distributors sales force.
• Communicate with ICE his observations on the teams development requirement

What we need from you

• Graduate of Bachelors in Technology or anything related with work experience of around 5 to 6 years in Channel Management and Key Account Management.
• An individual with a techno-commercial mindset and a solid financial understanding of channel vendors.
• Significant Sales experience with proven success in developing profitable business preferably with Channel and Customers
• Language requirements relocation mobility skills required to perform the role.

• Language English Hindi
• Travel & Relocate in any District HQ Madhya Pradesh Indore
• 4-Wheeler Driving Skill
• Market analysis Skill

-

Job Description

Indirect Channel Account Manager in Automotive Indirect channel is the key resource to execute the business Growth & Market Share aspirations. He is key focal between the Internal Stakeholders of Shell & the external customers.

Where you fit

Consumers in India are highly selective and hugely receptive in picking out a brand they can trust. Shell India have an exciting plan to reach out to such consumers through a value chain comprising of Trade Garages Franchise Workshops & Mechanics. Distribution to these value chains is led by a team of dedicated Sales reps managed by capable Distributors.

As an ICAM you are responsible for inspiring motivating and managing the distributors and their customers. You would need to ensure that our Indirect Channel distributors are aligned to our goals strategy and practices and capable of delivering the CVPS to our preferred customer segments.

Whats the role

To Manage the E2E Process Within the Indirect Channel Distributor and ensure they are Aligned to Shells Goals RTM Strategies & Practices. Achieving Business Delivery Goals consisting of Sales Targets Marketing Action Plans & Operational KPIs supporting growth utilizing CVPs and sales 1st Techniques through Achieving Foundational Goals supporting Commercial Excellence.

Sales Growth

• Identify Growth and Distribution Opportunities in Distributor area through frequent scheduled field visits Gaining Market feedback and updates & Arranging Marketing meetings to Plan Marketing initiatives programs & Materials to increase the Value to Shell and Distributor through a range of Cross sell up sell and value selling activities
• Ensure total alignment of Sales growth and Distribution opportunities within distributor Organization through sharing of Monthly Retail Audit and distribution check records and setting Monthly and Quarterly KPIs to reflect opportunities track performance and support growth.
• Scheduled & Frequent Field Visits with DSR DSS & DSM to build relationships with different customer segments to gain market updates build constructive feedback and
• shadow & coach DSRs through selling process. Minimum number of days in field to be agreed and reviewed with STL
• Ensure linkages with Marketing team by implementing Marketing Plan (CVP Pricing Brand & Communications campaigns) and by monitoring and reporting market trends and competition initiatives strengths and weaknesses.
• Deliver the CVPs to agreed customer segment through Measurable and Trackable Organizational Development Performance Management Training and Development and Sales Growth supporting techniques.
• Ensure Internal alignment between Sales Marketing and ICE team understanding of roles and accountabilities getting adequate supports from the team and developing fit for purpose implementation programs.
• Develop and Maintain good and credible working relationship with Distributor organization and Distributor stakeholders to ensure Shell sales processes are being followed and to improve Distributor and Customers satisfaction
• Follow-up & Implement Distributors Customer service processes & Reports to ensure customer CVPs are being offered and identify improvement areas
• Set Monthly and Quarterly KPIs on Distributors that supports sales growth through enhanced inventory management sales & Financial Processes that supports the RTM strategy.
• Understand the local and global trend in growing the branded shops and proactively support the network growth and maintain high operational and customer service standards

Organizational Development:

• Full Understanding of Distributor Financial Process & Investment Model and thus consulting on Financial E2E Process to help improve ROI Collection Process & Turnover rate.
• Consultation on setting up customer service structure - Mainly in designing scope of work & initial handholding
• Design Alignment and consultation of Inventory Management & Logistics process within distributor that aligns with financial & sales processes including: Min Stock levels Reordering Forecasting Lead times storage &HSSE.
• Align the HSSE mindset of Shell within the Distributors organization to be applied and monitored and be proactive in HSSE Issues
• Getting involved & giving consultation to distributor on framing of their HR policies - Org structure and on hiring ensuring that they recruit develop Motivate and retain his sales force that deliver sustainable performance.
• Implement Shell Distributor Value Proposition (DVP) in order to increase Mind Share of Shell from Distributors (OD) & work closely to build a strategic vision that aligns with Shells long term strategy
• Promoting digitalization & use of data. Ensuring ERP & SFA tools are fully utilized and ensuring sales out & inventory data is shared correctly through close monitoring and setting KPIs for assessment.

Performance Management:

• Working closely with all Distributors functions on building and committing on the detailed yearly Business Plan.
• Business plan includes volume targets per SKU per DSR on monthly basis marketing strategy and activities organizational resources needed to achieve the targeted volumes.
• Business plan reviewed on monthly basis against targets identify gaps action on closing and follow up.
• Along with ICE team run the capability assessment identify main gaps mutually agree on actions to close timeline and checkpoints.
• Collaborate with ICE team to have an updated distributors network assessment.
• Run with the distributors WILO MILO and QBR to track performance on all levels and come up with trackable action plans to enhance performance.
• Confirm distributors are Fully utilizing the use of the SFA tool increase number of collected data points and ensure data quality for better data analysis.
• Fully utilize the SFA usage to extract reports that reflects sales out performance Pipeline & CPT Reports to help DSM and DSS in reviewing and assessing DSR Performance.
• Support ICE team in identifying gaps and implement the related activities to close.

Training & Development:

• Assess Distributors staff core competencies through direct engagement with sales staff in Morning Meetings and shadowing sales processes in field visits with DSM and arrange periodic trainings on Shell Products Value selling Shell CVP & Selling skills and come up with trackable coaching action plan and assess training benefits
• Provide support to Distributors where appropriate. Engage supporting functions in Shell that could help at delivering customer promise
• Support distributor in competency mapping of their team enabling a layered organization with transition plan in place for staff and have a rewarding system defined for sale staff as a motivation.
• Field coaching for distributors sales force.
• Communicate with ICE his observations on the teams development requirement

What we need from you

• Graduate of Bachelors in Technology or anything related with work experience of around 5 to 6 years in Channel Management and Key Account Management.
• An individual with a techno-commercial mindset and a solid financial understanding of channel vendors.
• Significant Sales experience with proven success in developing profitable business preferably with Channel and Customers
• Language requirements relocation mobility skills required to perform the role.

• Language English Hindi
• Travel & Relocate in any District HQ Madhya Pradesh Indore
• 4-Wheeler Driving Skill
• Market analysis Skill

DISCLAIMER: