Shell
Purpose
Purpose contributes to the implementation of the SFS Indirect strategy and growth through the development of the indirect channel via a network of trade partners of Premium / Non-Premium Resellers and agents such that this network differentiates Shell from the competition for its customer satisfaction, service, reliability, and flexibility. Channel network will cover only Indirect sales. The role is primarily a sales role that will lead the IC for the sustainable growth.
Additional Information
Set, monitor & track trade partner/customer performance via appropriate KPIs
Financial performance indicators: Volume, NFR (SFP & SOTR), C4+ & Credit DSO.
Sales Productivity performance indicators: Business Plan quality, SPANCOP pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Shell Filo Platform(SFP) , Shell On The Road(SOTR) target delivered and C10 per Resellers.
Champion and role model Sales 1st behaviors/standards.
Implement Shell Distributors Value Proposition (DVP) in order to increase Mindshare to Shell from Distributors such like:
Provide Sales Support by visiting Distributors’ key accounts and by engaging all functions in Shell that could help at delivering customer promise.
Act as business consultant, to efficiently manage relations with the Resellers and to audit/improve financial performance ratios.
Implement branding policies
Implement HSSE standards
Implement Shell Fleet Solutions Premium Reseller program and role model reseller concept with all details and actions.
Manage partners with regular Milo, QBR and quarterly coaching sessions within a proactive planned timeline
Implement partner loyalty programs to reward good performance
Ensure end customers are fully & timely informed about new initiatives
Lead partner for the growth actions like lead generation and Share of wallet activities
Fully manage partners end to end credit risk portfolio including DSO and OD management on both sides of Shell and partner
Ensure understanding all Shell CVPs such as network, Shell Filo Platform, Shell Pratik Kart, SOTR etc. by IC partners and monitor their sales performance by timely coaching sessions
Influence, engage Distributors key stakeholders
Carry out price negotiations with partner, preparing quotations and proposals and agree on all operational requirements including price, contract, payment terms and services. Ensure all service providers carry out the agreed terms.
Ensures that all partner interaction activities are properly logged and updated in the appropriate IT systems.
Propose and implement relative marketing initiatives to IC against set targets as defined with Indirect Sales Manager Turkey
Define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan.
Handling partner inquiries, complaints.
Required Experience / Qualification
Proven track record in sales & negotiation.
Significant Sales experience, with proven success in developing profitable business.
Strong Customer focus – Marketing, Finance and / or Business knowledge is essential.
At least 5 years of Sales experience
Fluency in English and Turkish
Demonstrated evidence of Enterprise first values and behaviors will be taken into account during the selection process.
Selling and Negotiation – Mastery
Customer Relationship Management – Mastery
Market Awareness – Mastery
Customer Value Proposition – Mastery
Reseller & Partner Management – Mastery
Finance & Economics – Skill
Additional competences required:
• HSSE mindset: proactive contribution to the HSSE journey include leveraging Shell leadership in HSSE for commercial advantage.
• Financial Acumen including knowledge of P&L, cash and capability to structure deals that maximize value to Shell.
The position will be based in Istanbul
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