Macro Distributor Account Manager

What's the role?

This role will manage the Macro-Distributors (MDs) for Taiwan market. The role is responsible for the financial and operational performance of the Lubricants Macro Distributor Business, to manage the brand, and set the basis of a long-term, sustainable business partnership in the respective territories.

Specifically, as MDAM, to implement the channel excellence programme, transforming the MD business, focusing on fixing the basics on network, organisational effectiveness, sales excellence & capabilities.

The role requires a combination of Product and Market knowledge, Selling and commercial skills, an experience in Indirect Channel management with a particular emphasis on Business Partnering.

Some of the key accountabilities of this role are :

  • Achieve KPIs : HSSE, Overall accountability of Volume, Net Proceeds, C3, Credit days-sales-outstanding (DSO) and demand forecast accuracy (DFA), incl.
  • non-financial business KPIs, e.g. portfolio health, Commercial Excellence metrics, pricing discipline, premium penetration

  • Manage the Macro-Distributors (MDs) for respective territory or focused channels
  • Work with the MD to identify the appropriate route-to-market (RTM) in their countries
  • Build capabilities in the MD organisation with a focus on Sales, Marketing and Technical competencies
  • Work with all business functions to drive efficiency and effectiveness in the MD business, e.g. Supply Chain, Customer Operations, Finance
  • Drive the agenda of Sales Excellence with own as well as partner’s organization.
  • Lead direct, cross functional teams and external partners to achieve KPIs.
  • Be accountable for personal and team development and arrange appropriate training to achieve agreed development goals and improve competencies.
  • Coach each individual to meet the development goals with a strong focus on Sales, Marketing and Technical capabilities

  • Build market intelligence, comprehend / attend to country and category-specific trends, opportunities and challenges, incl.
  • competitive intel, e.g. marketing activities, distribution

  • Effectively communicate strategic plans, project and results to wider organization as well as represent and contribute to leadership team agenda
  • Build and maintain strong, long-lasting customer, distributor and organisational relationships
  • Co-develop the annual Business Plan with MD partners; monitor and support progress
  • What we need from you

  • Bachelor’s degree in Sales, Business Administration, Marketing or equivalent experience. MBA will be preferred
  • Previous experience in Lubricants roles, with demonstrated ability to meet or exceed targets. Experience in Taiwan Market will be an advantage
  • Hands on Indirect Channel Management & RTM experience, ideally having completed Delivering Indirect Channel Excellence (DICE) professional and DICE Advanced courses
  • Must be comfortable with numbers and business finance with a demonstrated ability to pull economic and accounting levers
  • Analytical with strong communication skills excellent written and verbal communication skills, including the ability to present strategy and results to staff members at all levels
  • Ability to build and maintain relationships with customers, internal and external stakeholders; Strong leadership & relationship building skills to manage multiple stakeholders for delivery
  • Capability to work independently and lead teams from different backgrounds / cultures, lead without formal authority
  • Shell Taiwan began operations in 1988 and is committed to fully participate in Taiwan’s growing oil products’ market. This commitment is reflected in how we invest in our employees’ careers.

    When you join Shell Taiwan, you will be able to propel your career by drawing on our expanding pool of global experts. Our drive to innovate and balance the world’s energy mix will see you take on projects that will help us reach our goals.

    Shell Taiwan’s diversified businesses include Chemicals, Marine and Aviation oil products, Trading, Lubricants and Liquefied Natural Gas as well as a base oil and lubricants blending joint venture with the CPC.

    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 is an Equal Opportunity Employer.

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