Indirect Channel Account Manager B2C

Reference ID: R177518

Updated: 04/21/2025

Location: Surabaya, Indonesia

Job Responsibilities:

1. Accountable and responsible to achieve B2C Indirect lubricant product and premium sales volume, profitability and collection target as well as market development through appointed distributors, trades, workshops, new channels and ultimately consumer in Greater Jakarta and West Java while adhering to Shell health, safety, security and environment rules and general business principles.
2. Lead, manage, coach, and inspire the Bali Nusra sales team of 1 direct report, in line with Sales First best-in-class behaviors.
3. Achieve B2CI Bali Nusra volume growth and profitability aspiration as per stipulated in Yearly Business Plan with signposts and milestones for new growth frontiers.
4. Responsible for other Sales KPIs such as Revenue, DSO, and CPT2.
5. Develop and manage long-term relationships with Distributors and coordinate the activities of all Shell growth agenda to achieve overall sales targets and deliver an outstanding customer experience.
6. Agree, monitor, and achieve sales team targets for both new and existing customers and be accountable for overall team performance.
7. Build a healthy volume proportion between wholesale vs retail outlets and develop areas beyond the main cities of the region.
8. Spend significant time coaching and jointly on market visits to develop skills, knowledge, and motivate the team to achieve targets.
9. Ensure drills are extensively conducted, deliver analysis on competency gaps for the sales team, structure and deliver development programs in collaboration with HR, and ensure all sales team members have strong development plans.
10. Provide regular performance feedback to distributors.
11. Ensure team practices Imperative behaviors, HSSE policies, and Shell Business Principles.
12. Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve customer satisfaction.
13. Jointly with Marketing assess business performance, Strategy, CVPs, Price Management, and Customer Offer book, and take appropriate action to improve performance.
14. Develop, update, and implement Business Plan covering Products, Services, Contracts, Prices, Credit Terms, Credit Limits, and Debt for customers and prospects outlets.
15. Develop Sales Action Plan based on agreed marketing strategy, developing profitable customers within agreed global accounts, preferred target sectors, and segments.
16. Co-develop and ensure network sustainability with RTM/ICE manager as lead to deliver a robust distributor network with strong readiness.
17. Ensure Sales effectively and in discipline use Sales 1st, Price Management, S&OP, and Customer Promise processes and tools, to ensure Shell is providing the required level of service to both customers and support functions.
18. Contribute individually or through team information required for in-depth knowledge of key competitors and co-develop market competition landscape with Marketing as leader and ensure resiliency and strength of overall strategy against market dynamics.