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Indirect Channel Manager - Aviation Lubricants


7 - 8 years Dubai - United Arab Emirates

MBA/PG Diploma in Business Mgmt(Other), Bachelor of Technology/Engineering(Other Engineering). Any Nationality

, Posted on March 31, 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 Requirements +7 years B2B sales and strong indirect channel management experience required.
- MBA with Engineering background - Completed higher education in a commercial / engineering discipline.
- This role requires strong B2B sales skills and experience of Indirect channel management. P roven experience in customer-facing/account management role with
emphasis on managing distributors and large key accounts.
- Strong Understanding and experience of developing and growing 'Sell Through' Distributor Business Model with demonstrated sales 1st behaviours and performance
track record of strong target delivery.
- Strong leadership skills required, as the person needs to be able to engage and lead distributor staff at all levels. Inspire commitment and build hared vision to deliver
desired business results.
- Strong aviation experience required with passion for Aviation industry and a background in the airline, aircraft maintenance business.
Technically Sound individual - We need someone who feels comfortable with and enjoys technical sales discussions and a champion of value selling.
- Excellent communication and presentation skills required. Good command over English and preference for other languages Arabic, Hindi, Afrikaan.
- Strong Stakeholder management skills required with Understanding of cultural diversity and experience of leading people with diverse
cultural backgrounds.
- Demonstrated Visible leadership for HSSE and 100% compliance to the Life Saving Rules.
- Demonstrated experience of strong coaching & consultation skills.
No. of Positions
1 Disclaimer
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.

Industry Type : Oil & Gas / Petroleum
Functional Area : Administration


Customer Service Recruitment Account Management Lubricantsiness Planning Market Intelligenceiation Customer Acquisition Turbine Career Development

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