Implement and maintain a sustainable Distributors network that complies with the Route-to-Market strategy in place, whilst keeping control of Channel Excellence and Efficiency. Ensure all Distributors have appropriate 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 and business compliance with Manual of Authorities, HSSE Policy, Our Values, Trade Practices Act, Anti-Competitor laws and other relevant policies.
Analyze industry, sectors, competitor and end user activities and behavior, identify & formulate response to opportunities & threats.
Ensure adherence to channel & geographical demarcation/Preferred-Area-of-Responsibility (PAR) policies Distributor Management Establish, develop and manage ‘win-win’ distributor relationship by building and maintaining relationships with key stakeholders at appropriate levels with measured outcomes.
Drive the management by: Ensuring each Distributor is aligned in goal, capability, business focus and capital resources to maximize Shell business and agree on a multi-year Business Plan that is fully aligned with Shell Marketing strategy and targets, and conduct activities that will deliver performance and develop profitable and sustainable business for both Shell and Distributors.
Financial Performance Indicators of Volume, Total C3 (margin) delivery, Credit (DSO & % Overdues) & Controllable Cost (OPEX) Sales Productivity Performance Indicators: Distributor Business Plan Quality and Execution Effectiveness, Effective Pipeline Management (CPT), Shell Sales Effectiveness KPIs Scorecard.
Provides Support to distributors key accounts and by engaging all functions in Wafi Energy which help distributors to deliver the Trade Value Proposition.
Provide business consultation to guide distributors to efficiently managing the business to drive optimal return and to audit/improve financial performance ratios for investment.
Deliver agreed marketing programs and materials to increase the value of Shell and Distributors through range of trade programs.
Support, Coach, Motivate and Develop Distributors Key Management Staffs to ensure capabilities development.
Work closely with Distributor with regards to sub-distributors' yield; maintain personal relationships with sub-distributors to drive long-term loyalty and mindshare with the brand.
Maintain close, personal relationships with priority key accounts, wholesalers in territory to drive optimal yield for the brand and distributors.
Keep a close and structured tab on market insights about competitor activities, value chain pricing and promotions; feed the same to line and other partners for better decision making.
