Indirect Channel Manager in Dubai, United Arab Emirates

Company description:

Shell has been active in the United Arab Emirates since 1957. In the UAE, Shell is involved in every stage of the petroleum value chain from the discovery and production of oil and gas to the distribution, marketing and retailing of oil, gas and petrochemicals. Your career at Shell UAE will thrive, thanks to its unrivalled career development programme that will see you tap into a pool of local and global experts that will help you unlock your potential and thereby help Shell expand its innovative scope. Shell UAE trades with customers throughout UAE and neighbouring regions from individual entrepreneurs and small businesses to major industry and multi-national companies. Shell UAE believes in giving back to the community: the Emirates Businesswoman Award, for example, aims to raise the profile of active business women in the UAE and encourages them to take on active roles.

Job Description:

1. Achieving agreed profitability & Volume
targets for Aviation Lubricants by maximizing
business growth for all AeroShell
product groups (Piston Engine Oil, Turbine
Engine Oil, Fluids & Greases) & segments
(General Aviation, Airline & Military)
 
2. Strong Channel management to develop and
grow 'sell through' distributors by using levers
for strong indirect channel management to
maximize growth/achieve C3 targets in the
assigned MESAF territory.
 
3. Developing a deep understanding of the
MESAF aviation market and building a network
of business contacts to develop close working
relationships with main industry/channel
influencers & key customers.
 
4. Continue to increase Aero Shell brand
awareness across all customer segments
through technical product training and
presentations to key customers and distributors.
 
5. Support and locally implement integrated
Aero Shell regional marketing plan including
new product launches (e.g. Aero Shell Grease
58) and attendance at key events such as trade
and air shows in cooperation with Global &
Regional Marketing Team.
 
6. Continue to drive strong sales execution
based on quality distributor business planning.
This includes new customer acquisition through
business hunting, customer retention through
regular joint visits and customer development
by building long term mutually beneficial
business relationships and focus on upsell &
cross sell.
 
7. Work closely with other ICAMs and key
stakeholders to ensure alignment (e.g. on
pricing strategy, new product launches), share
market intelligence & prospects. Also close
collaboration with key internal stakeholders
global / regional & local to deliver desired
results (e.g. Sales Support, Customer Service
Centre, Finance, Credit and supply chain
operations).
 
8. Positioning yourself as strong coach to
distributor staff
 
 

Job Requirements:

+7 years B2B sales and strong indirect channel
management experience required.
- MBA with Engineering background - Completed higher
education in a commercial / engineering discipline.
- This role requires strong B2B sales skills and experience of
Indirect channel management. Proven experience in
customer-facing/account management role with
emphasis on managing distributors and large key
accounts.
- Strong Understanding and experience of developing and
growing 'Sell Through' Distributor Business Model
with demonstrated sales 1st behaviours and performance
track record of strong target delivery.
- Strong leadership skills required, as the person needs to
be able to engage and lead distributor staff at all levels.
Inspire commitment and build hared vision to deliver
desired business results.
- Strong aviation experience required with passion for
Aviation industry and a background in the airline, aircraft
maintenance business.
Technically Sound individual - We need someone who
feels comfortable with and enjoys technical sales
discussions and a champion of value selling.
- Excellent communication and presentation skills required.
Good command over English and preference for other
languages Arabic, Hindi, Afrikaan.
- Strong Stakeholder management skills
required with Understanding of cultural
diversity and experience of leading people with diverse
cultural backgrounds.
- Demonstrated Visible leadership for HSSE and
100% compliance to the Life Saving Rules.
- Demonstrated experience of strong coaching &
consultation skills.
 
 

Disclaimer:

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date.

Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world.

The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand.

Shell is an Equal Opportunity Employer.

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