Indirect Channels Account Manager

Shell - Kuching - Sarawak Area Office

Job Description Back

Job ID 70403BR

To lead and manage Distributors Network, responsible for all sales of Consumer Lubricants in the region as well as Distributor Excellence to deliver better than plan results and execute Lubricants Strategy to ensure future sustainable growth and success in Malaysia by maintaining the clear No 1 market leader position
  • To deliver the Sales KPI scorecard by growing the B2C Lubricants Business via authorized Distributors aligning with Lubricants Strategies to be the clear market leader in both volume and premium position by linking business plans to external alignment and shared vision.
  • Review and identify distributor capability assessment - current versus future and developing actions on gap closure
  • Implement and maintain a sustainable Distributors network that complies with the Route-to-Market strategy in place (Profile, Contract, Resources, Legal) whilst keeping control of Channel Excellence and Efficiency.
  • Ensure all Distributors have appropriate and legal contracts and monitor resource allocation and performance against terms and conditions as per contract.
  • Proactively work closely with Critical Business Partners (such as Supply, Distribution, Credit, Sales Support, Pricing Desk, Marketing, Legal & others) to ensure there is a culture of understanding and collaboration between sales and Critical Business Partners, particularly when conflicts may arise from a distributors’ perspective.
  • Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti-Competitor laws and other relevant Shell policies.

Required Qualifications


Preferred Qualifications


Company Description

Shell is the petroleum retail market leader in Malaysia, catering to one-third of Peninsular Malaysia and half of Sabah and Sarawak’s market requirements. We employ 6,500 people in Malaysia. We seek a long-term presence in Malaysia and invest heavily in our employees. Our industry-leading development career programme attests to that. Your ideas will travel at Shell, and your drive and commitment will be rewarded. Our commercial gas-to-liquids plant in Bintulu, our refinery in Port Dickson and our Projects and Technology office in Kuala Lumpur, that offers projects and business solutions, offer a great variety of jobs.

Additional Information

  • Job ID
  • Post Date
    Feb 21, 2018
  • Employee Type
  • Relocation Eligible
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