RTM / Distributor Excellence Manager

RTM / Distributor Excellence Manager

The external Lubricants landscape is evolving fast globally as well as in Middle East and Central Asia States (MECAS) countries. Buying behavior of customers is changing, accelerating at an even faster pace as a direct result of the global pandemic. Couple this with the energy transition and these two mega trends will have a significant impact on our routes to market and how we build network strategies for continued value growth.

What’s the role?

The Route to Market (RTM) and Indirect Channel Excellence (ICE) Manager will play a pivotal role in shaping the future of the Indirect channel and is an exciting opportunity for candidates who are looking to use their commercial and strategic skills to lead a regional role for MECAS and be the change agent spurring future growth of the region. This role sits on the MECAS Leadership Team.

What you’ll be doing

Middle East – Central Asia States (MECAS) covers 18 countries in total out of which only 2 countries are direct markets and the rest are Macro Distributor markets. There are in total more than 20 distributors across the region with different primary areas of responsibilities and line of business.

• Owns the Indirect Channel Strategy and excellence, RTM Roadmap for MECAS on both B2B and B2C with the support of the Cluster RTM Manager.
• Drive core commercial excellence initiatives across the MECAS countries.
• Leads the operational excellence as a core responsibility among distributions whilst ensuring adherence to highest standards of Shell Group Business Principles (SGBP) and Health, Safety Security, and Environment (HSSE) Protocols.
• Work closely with the Cluster RTM Manager, Cluster General Manager, Indirect Channel Business Managers, Cluster Marketing Manager and distributors’ owners on network strategy to review performance, coverage and gaps vs ideal profile, and lead turnaround projects for underperformance Distributors, identifying gaps and building accordingly the necessary plans, execute and follow up on progress.
• Works on the distributors network sustainability, risk assessments; and assesses, draws scenarios/plan B, shares with General Manager, Indirect Channel Business Managers & Cluster Marketing Manager and act accordingly.
• Works closely with the DVP (Distributor Value Proposition) Specialist to develop partner value propositions.
• Facilitates, mentors, and coach the sales teams in establishing and maintaining the strategic focus areas, action plans, dashboards, linked measurement system, and checking process to execute the work.

What you bring

• Proven experience in a commercial environment in Sales and/or Marketing roles, Distributor Management, Distribution Excellence, and Route To Market /Go 2 Market.
• Experience of working with Distributors/Third Party sales channels and models.
• Good understanding of the Lubricants market would be an advantage.
• Strong interpersonal, negotiation and collaboration skills with the ability to build relationships across a deep and wide range of internal and external stakeholders.
• Strategic mindset with the ability to evaluate, develop and communicate approaches in an easy-to-understand manner.
• Demonstrated knowledge and experience of being a driver for change, challenging the status quo and successfully adapting sales & marketing strategies and approaches based on external trends.
• Capable leader to drive and influence the team towards success and be able to manage all projects successful delivery.
• Demonstrated project management skills, with the ability to see the long term and break it down into actionable plans.

What we offer

• Progress as a person as we work on the energy transition together.
• Continuously grow the transferable skills you need to get ahead.
• Work at the forefront of technology, trends, and practices.
• Collaborate with experienced colleagues with unique expertise.
• Achieve your balance in a values-led culture that encourages you to be the best version of yourself.
• Benefit from flexible working hours, and the possibility of remote/mobile working.
• Perform at your best with a competitive starting salary and annual performance‑related salary increase – our pay and benefits packages are considered to be among the best in the world.
• Take advantage of paid parental leave, including for non‑birthing parents.
• Grow as you progress through diverse career opportunities in national and international teams.
• Gain access to a wide range of training and development programmes.

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