Lubs B2C Direct Acc Manager

Information & Technology Management

What's the role?

The Middle East Lubricants is a part of Europe, Africa & Middle East region of the Global Lubricants business and has been identified as the critical region to grow market share of Shell Lubricants to maintain global market leadership position.

You will be our focal for the Direct B2C UAE Market- Franchise Workshops & Global Key Accounts driving the initiatives of strategic importance to the growth of ME lubricants business to achieve 2025 ultimate potential ambition of Lubricants business and beyond.You will be responsible to continue to grow the existing business while creating a pipeline of new direct accounts in the UAE. You will serve as a main point of contact in the UAE to the global key account managers and work together with marketing to support the local business.

As an Account Manager overlooking UAE Direct business you will directly work under the leadership of Regional Sales Manager Middle East and be the driving force to attain growth objectives in the above-mentioned critical UAE market. You will be leading the business agenda for Direct B2C business to achieve full potential targets by liaison with Marketing, LSC, Technical & Finance colleagues internally to achieve growth ambitions.

What You'll Be Doing

The role requires a passionate individual having strong commercial & selling skills, product & market knowledge, stakeholder management skills and a proven record of managing the Direct accounts.

The potential candidate will be responsible to manage FWS for UAE Direct B2C Business

You will be responsible to develop business and growth plan of your business under the leadership of Regional Sales Manager and with the help of the team of Marketing, ICE, Pricing, Technical, LSC & Customer Ops etc."

Accountabilities

• Achieve/exceed KPIs: HSSE, volume, net revenue/C3, channel/product category specific growth, and sales excellence.
• Monitoring and management of existing contracts performance through up-sell and x-sell processes and price increases.
• Prospects assessment; initiating and concluding of new contracts,
• Dealing with senior strategic stakeholders at the described level both internally and externally requires an elevated level of sales & negotiating skills.
• In conjunction with marketing and technical team, develop joint promo-activities and technical initiatives between SMME and customers.
• Jointly with marketing, assess business performance, strategy, CVPs, price management and customer offer book and take appropriate action to improve performance.
• Monitoring of key competitor s activities in compliance with the company antitrust principles.
• Develop and maintain good working relationships with all support functions to assist sales in resolving complex issues and improve customer satisfaction.
• Provide monthly/future sales forecast and coordinate with the supply chain function for efficient and on-time deliveries.
• Monitor competition, pricing, products, marketing activities, and assess value chain.
• Be accountable/ responsible for personal development, arrange appropriate training to achieve agreed development goals and improve competencies.
  
  

What You Bring

• Graduate/Post Garduate in engineering, business, sales, marketing, or equivalent experience
• Candidate with 10 years of work experience will be preferred
• Proven experience in Lubricant sales roles and a track record of managing Direct Channel
• Strong stakeholders management skills.
• Strong negotiation skills
• Must be comfortable with numbers and business finance with a demonstrated ability to pull economic and accounting levers
• Excellent written and verbal communication skills, including the ability to present strategy and results to staff members at every level of the organization
• Experience in deploying and using CRM tools like Salesforce, SFA etc.