B2C Lubes Account Developer at Aldelia

Job Description

Job Purpose:
• To deliver Shell Lubricants market share growth within a particular territory in the Lubricants Indirect channel.
• To drive Shell Lubricants market coverage and penetration in the relevant distributor territory within the Lubricants Indirect channel.
• To deliver Shell Lubricants volume plan in the indirect channel (as per distributor annual volume target).
• Balance Shell Lubricants distributor business success with delivery of sales targets and customer satisfaction in trade.

Dimensions:
Support delivery of lubricants sales in the Indirect Channel. Key KPIs include;
• Volume Delivery as per business plan for respective Lubricants Distributors
• Coverage achievement as per territory plan
• Market penetration achievement as per territory plan
• Through put achievement (sales per outlet) as per territory plan
• Cross and Up-sale target achievement as per business plan
• Market share gain for the respective distributor territory

Principal Accountabilities:
• Deliver Shell lubricants volume business plan for the respective distributor territory attached.
• Manage trade and customer relationships and ensure great customer experience for all Shell lubricants customers in the respective distributor territory.
• Increase Shell lubricants awareness and market share in respective distributor territory.
• Prospect new Shell lubricants business in the respective territory and convert prospects into active Shell lubricants customers.
• Coordinate the effective execution of all trade marketing and consumer marketing activities in the respective distributor territory including; visibility drives, tactical trade offer, planned consumer marketing activities, mechanics training programs, trade incentive schemes among others.
• Ensure price compliance of Shell Lubricants in the respective distributor territory.
• Identify technical queries in trade and ensure swift responses to the respective customers.
• Supervise the execution of route to market initiatives to ensure effective market supply of Shell Lubricants including – ensuring consistent route coverage as per distributor route call plans, increasing product distribution/market penetration, enforce quality product merchandising/instore display
• Monitor distributor stocks and ensure minimum stock standards are maintained at the distributor store.
• Coach distributor van sales staff to ensure improved sales capability.
• Execute trade calls as per monthly call plans to support trade and route development activities.
• Uphold and enforce HSSE requirements at the respective Shell lubricants distributor outlet.

Challenges:
• Overcoming distributor and distributor sales team deficiencies to deliver business results.
• Dealing with diverse and complex market environments and customers.
• Building and sustaining great relationships in trade across different levels, distributor, van sales staff and other distributor staff, trade partners, mechanics among others.
• Ability to work with and connect with people at different social economic levels.
• Prepared to work and stay in an upcountry location as required.
• Should have great listening and communication skills
• Thinks on their feet and quick to find solutions

Job Knowledge, Skills & Experiences:
• Bachelor’s Degree in Business/Marketing/Sales/Engineering.
• At least 2 years’ experience in FMCG Sales/Marketing
• Experience dealing with FMCG distributors is a plus.
• Collaborator/team player
• Great communicator
• Strong interpersonal skills