Jobs in Surabaya, Indonesia

• 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.
• To lead, manage, coach, inspire and lead Bali Nusra sales team of 1 direct report, in line with Sales First best‑in‑class behaviors, to:
• Achieve B2CI Bali Nusra volume growth and profitability aspiration as per stipulated in Yearly Business Plan with signposts and milestones for new growth frontiers are delivered.
• Be responsible over other Sales KPIs such as Revenue, DSO and CPT2.
• To develop and manage long‑term relationships with Distributors and to co‑ordinate the activities of all Shell growth agenda to achieve the overall sales targets and deliver an outstanding customer experience.
• Agree, monitor and achieve sales team targets for both new and existing customers and be accountable for the overall team performance) Financial performance indicators: Volume, C3, and Overdue / DSO) Sales Productivity and excellence performance indicators: Coverage, Penetration, Throughput, Call Made, Effective call and sales visit discipline.
• Build a healthy volume proportion between wholesale vs retail outlets. Develop areas beyond the main cities of the region.
• Spend significant time coaching and jointly on market visits to develop skills, knowledge and motivate team to achieve targets.
• Ensure drills are extensively conducted. Deliver analysis on competency gap for sales team, structure and deliver development program in collaboration with HR and ensure that all sales team have strong development plane)
• Provide regular performance feedback to distributors
• Ensure team practices Imperative behaviors, HSSE policies, and Shell Business Principles.
• Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve customer satisfaction.
• Jointly with Marketing assess business performance, Strategy, CVPs, Price Management and Customer Offer book, and take appropriate action to improve performance
• Develop, update and implement Business Plan covering Products, Services, Contracts, Prices, Credit Terms, Credit Limits and Debt for customers and prospects outlets
• Develop Sales Action Plan based on agreed marketing strategy, developing profitable customers within agreed global accounts, target sectors and segments.
• Co‑develop and ensure network sustainability with RTM/ICE manager as lead to deliver robust distributor network with strong readiness (to achieve Garuda aspiration)
• 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
• Contribute individually or through team information required for in‑depth knowledge of the key competitors and co‑develop market competition landscape with Marketing as leader and ensure resiliency and strength of overall strategy against market dynamic based on understood landscape.
• Base in Denpasar, Bali

• Academic Qualification: Bachelor’s degree
• Professional Qualification: Sales and Marketing Technical/Certification
• Sales, finance, and technical background would be an advantage
• Sales and Marketing Year of Working Experience (min): 3-5 years sales experience in FMCG and oil industry, managing distributor and general trade is A MUST Marketing.
• Trade promotion: would be an advantage.
• Relevant industry experience: Oil & Gas, FMCG for General Trade channel good command in English
• Location base: Denpasar, Bali, Indonesia

Denpasar, Bali, Indonesia

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