Shell Lubricants is the market leader for consecutive 12 years. B2B Business as a significant part of Shell Lubricants business is a resilient and successful business where we deliver almost 60% of Global Lubricants business.
Indirect is the core part of B2B Lubricant business where we have delivered 920 ML volume $630 C3 in 2018. Macro Distributor (MD) organisation is a biggest contributor of Indirect Channel 72 MDs in 4 regions globally representing Shell in 128 countries and delivers 25% of our indirect B2B.
This role leads the connection between MD, B2B / B2C GKA (Global Key Accounts) and Global Marketing teams, to bring a structure and high-
performance standard into how these independent teams work together against the ultimate target to deliver value to the customer.
The role is responsible to create the suitable environment for all parties to collaborate efficiently and quickly with the key local global stakeholders to make a positive impact on Shell and MD bottom line.
Key accountabilities :
Develop the Global B2B Indirect Channel Strategy and marketing plans for Macro Distributors, as part of the GKA Pipeline, to realize lubricants sector growth targets are met and lead its implementation
Provide strategic support to Global and Distribution Account Managers in B2B / B2C GKA tenders implementation by coordinating quotes submission across MD markets ( 15 global tenders a year).
Develop and maintain most efficient ways of working between local and global teams to ensure quick and clean preparation for tenders and submission on time in full in line with customer requirements.
Drive and monitor the pipeline sufficiency of MD markets for overall and GKA businesses. Support MD markets to build strategy to retain and win more GKA business.
Collaboratively work with MD markets to collect reliable MI data on GKA and general business performance in line with anti-trust regulations.
Ensure MDs are well aware of recent Shell strategy in key sectors (within confidentiality limits) to be able to position themselves in front of GKAs as trusted Shell distributors entitled to tap into that Shell world class leader experience and link their own Customer Value Proposition to those strategies.
Guide Global and Distribution Account Managers how to best position MDs as trusted Shell suppliers at early engagements with GKAs.
Coach them to set our MDs up to success.
Constantly update understanding of the MDs channel globally, and their specific needs for winning B2B / B2C GKAs, and ensure this knowledge is shared with the GKA sales and Sector Marketing Managers.
Lead / monitor the implementation of global B2B indirect initiatives in the MD markets by creating interest from local team and getting support from global owners.
Focus Sectors :
there are active 72 GKA customers across B2B, B2C sectors which provide us growth opportunities in Africa, LatAm and Asia Pacific in Power, LatAm, Africa, Australia, UCAS in Mining and Europe MDs in Agriculture sectors.
Key stakeholders :
MD Sales & Marketing organisation (Distribution Account Managers, marketing implementers); B2B / B2C GKA Core Teams (primarily sales & marketing), Global Sector Marketing Managers;
Deal Managements Team (Central Tender Unit); B2B / B2C Indirect Channel Team; legal and anti-trust team