-To drive sustainable business growth to achieve market leadership in Marine Lubricants through value selling approach:
To achieve strategic partnership with Direct customers & Key Account (incl. SMC) and become customer’s first choice brand in Marine Lubs.
- Coordinate all deliveries outside Japan with CO team.
- Block the orders or request CO team to billing blocks (AM triggers when pricing not set up or contract expired / missing / renegotiated)
- Manage customer experience and journey order placing and updates
- Pro-active communication directly with customer in the event Shell has difficulty in meeting the delivery as promised
- Manage order related feedback or complaints - Manage lift planning with Customers (i.e. suggests ports for profit and costing)
- Do Customer visits to address missed deliveries or issues on deliveries
- Arrange/Attend the meetings with Marine supply chain managers when requested - Provide day to day support (both proactive and reactive) to Line managers on any of the issues already referred to, as well as response to immediate/unusual situations.
Accountabilities- Review marketing initiatives and feed accurate forecasts into S&OP process; Drive Value selling approach within Sales team and ensure all Sales staff deliver examples of Value selling”, and be well captured by value documentation; Closely work with supporting/functional team for ensuring sustainable development of China Direct Account and deliver the business targets
- Strive to achieve excellence within Demand Forecast Accuracy (DFA), Invoice Accuracy and e-Commerce uptake that support the overall CSI target
- Aggressively grow the Marine Lubricants business, delivering against T&R targets.
- Maximize time spent coaching and conducting joint (prospective) customer visits.
- Engage with business partners and motivating them to achieve plan.
To operate within agreed strategy and guidelines and uses agreed processes and tools.
- Migrate sales approach from product and price” to selling brand and value led CVPs”.
In summary, this role needs to demonstrate strong leadership in the following areas:
- Develop Shell’s competitive edge and convince customers that Shell is providing more value against competitors
- Explore top and premium products opportunities via value selling approach and put into implementation
- Work together with technical team to develop technical intimacy plan that establish Shell’s competitive edge.
- Motivate and business partners to deliver as one team under tough business environment
In addition to all the commercial challenges, this role requires more on below competence:
- Manage the middleman service model while keeping the advantage of direct business model can bring real value to Shell.
- Leverage value selling model to further build competitive barrier