OEM BD Manager, Lubes APAC

SHELL SINGAPORE PTE. LTD.; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

A leading company is looking for a senior Sales & Marketing professional to engage with Chinese OEMs in APAC. The role involves developing strategies for key sectors like Metal and Rubber, leveraging customer relationships to drive growth and ensuring cultural alignment during interactions. Candidates should have extensive experience in B2B sales, strong commercial acumen, and ideally, fluency in Mandarin.

Qualifications

• 10+ years extensive Sales & Marketing experience, preferably in B2B.
• Preferred Native speaker of Mandarin with business level fluency.
• Experience of working with OEM’s will be extremely helpful.

Responsibilities

• Responsible to unlock opportunities in key sectors like Metal/Smelter and Rubber.
• Build strategy to win in the market and grow business dimension.
• Develop new Customer Value Propositions tailored to different sectors.

Skills

Sales & Marketing experience

Commercial acumen

Tender management

Cross-cultural collaboration

Mandarin proficiency

Leadership

Job description

Job Description:

Almost all major Chinese Original Equipment Manufacturers are looking to expand into APAC markets across sectors and segments.

This is notably significant in the B2B Space in key sectors like Metal Smelters in Indonesia, Rubber in Thailand and Construction across APAC. This role will be critical bridge between China Headquarters for these companies and regional BU’s to enable seamless Customer Relationship Management , Techno-commercial collaboration to enable aggressive market share gain and customer wins.

Job Requirement:

1. Responsible to unlock opportunities in key sectors such as Metal/Smelter, Rubber, Construction & Auto sector and extend to further value chain of China Investment in APAC with key focus on Indonesia & Thailand.

2. Build the strategy and masterplan to win in the market in key focus sectors and China Corporation. Growing market share and business dimension in the existing customer and winning new customer will be the main accountability for this role.

3. Develop new Customer Value Propositions for the sectors and key customers, tailored 4Ps strategy to win across sector.

4. Build roadmap and growth journey for Key sectors i.e. Metal/Smelter, Rubber & Construction sector and future Chinese investment opportunities.

5. Collaborate with the team to develop excellent Customer Relationship Management matrix with China Key customers.

6. Develop the local team to improve Chinese customer approach for future investment.

7. Additionally, also support Key Account team to help win tenders in APAC.

8. Liaison with Chinese Headquarters: effectively engage with China-based Original Equipment Manufacturer Headquarters to secure internal recommendations that support business development with their subsidiaries in APAC.

9. Network Expansion: Leverage existing relationships within the Chinese Original Equipment Manufacturer network in APAC to identify and approach new customers through trusted referrals.

10. Customer Engagement: Accompany local sales teams on customer visits to provide language support and ensure cultural alignment during interactions.

11. Strategic Networking: Build relationships with key decision-makers both in APAC and in China to influence purchase decisions.

12. Market Intelligence: Provide regular updates on customer trends, competitor activity, and market dynamics to relevant stakeholders.

13. Original Equipment Manufacturer Product Approval: Work with global team to support Original Equipment Manufacturer product approvals, which are often critical for customer acquisition.

14. Ensure all tasks accountability is compliant with company requirements/integrity values, ensure the correct control is in place for operational excellence in site implementation.

Skills & Competencies:

• 10+ years extensive Sales & Marketing experience, preferably in Business to Business (B2B).

• Strong Commercial acumen.

• Demonstration of experience of Tender management and deal making

• Critical thinker, highly collaborative and ability to work across cultural diversity.

• Preferred Native speaker of Mandarin with business level fluency.

• Experience of working with OEM’s will be extremely helpful.

• High preference for someone having worked in China for 3-5 years in the relevant lubricant categories.

• Self-starter and ability to lead, inspire local teams, and bring together cross functional teams to drive growth via core project teams.