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Indirect Channel Manager - Aviation Lubricants


2 - 3 years Dubai - United Arab Emirates

Other(Other). Any Nationality

, Posted on March 29, 2018 1 Opening

Job Description

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1. Achieving agreed profitability & Volume
targets for Aviation Lubricants by maximizing
business growth for all AeroShell
product groups (Piston Engine Oil, Turbine
Engine Oil, Fluids & Greases) & segments
(General Aviation, Airline & Military)
2. Strong Channel management to develop and
grow 'sell through' distributors by using levers
for strong indirect channel management to
maximize growth/achieve C3 targets in the
assigned MESAF territory.
3. Developing a deep understanding of the
MESAF aviation market and building a network
of business contacts to develop close working
relationships with main industry/channel
influencers & key customers.
4. Continue to increase Aero Shell brand
awareness across all customer segments
through technical product training and
presentations to key customers and distributors.
5. Support and locally implement integrated
Aero Shell regional marketing plan including
new product launches (e.g. Aero Shell Grease
58) and attendance at key events such as trade
and air shows in cooperation with Global &
Regional Marketing Team.
6. Continue to drive strong sales execution
based on quality distributor business planning.
This includes new customer acquisition through
business hunting, customer retention through
regular joint visits and customer development
by building long term mutually beneficial
business relationships and focus on upsell &
cross sell.
7. Work closely with other ICAMs and key
stakeholders to ensure alignment (e.g. on
pricing strategy, new product launches), share
market intelligence & prospects. Also close
collaboration with key internal stakeholders
global / regional & local to deliver desired
results (e.g. Sales Support, Customer Service
Centre, Finance, Credit and supply chain
8. Positioning yourself as strong coach to
distributor staff

Industry Type : Oil & Gas / Petroleum
Functional Area : Sales / Business Development


Indirect Channel Manager Customer service Lubricants Business planning Market intelligence Aviation Customer acquisition Turbine Share market Customer retention Brand Awareness

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