ICAM for B2C - Ha Noi
Work Location: Ha Noi
Job type: Full-Time
Salary: 40,000,000 - 50,000,000 VND / Monthly
Base location: Ha Noi
1. Recruits, on-boards and terminates distributors. Promotes Shell Value Proposition, manages value chain split between Shell, distributors and consumers, as well as cross-channel conflicts.
2. Drives the business strategy through coordinating a network of distributors, establishing mutually beneficial contract frameworks and managing distributor performance.
3. Develop and implement Annual Business Plans, including Distributor Capability Assessments.
4. Ensure that distributors recruit, develop, motivate and retain a sales force through Distributor Sales Excellence implementation that delivers sustainable performance, and provide appropriate support.
5. Provide sales support by visiting distributors’ key accounts and by engaging all support functions in Shell that could help deliver the customer promise.
6. Develops and sustains pipeline management activities with distributors to achieve indirect pipeline KPIs, such as: Coverage, Penetration, Throughput/Volume, Target Delivered, Pipeline Strength, Hit Rate, Customer Churn, Cycle Time
7. Implements Distributor Value Propositions (DVP) to develop the skills of distributors, including Distributor Marketing Manager (DMM) program
8. Articulates CVPs aligned with customers’ needs through appropriate presentation of products and services
9. Leverages understanding of pricing and related policies and procedures to execute mutually beneficial and value-driven business transactions with customers.
1. Embody the Life Saving Rules, ensuring that behavior conforms to Shell’s HSSE culture and policy whether at our premises, travelling or at distributor/customer sites.
· Working knowledge of CRM tools
· Basic understanding of an ERP system (SAP) is desirable.
· Strong interpersonal skills and ability to build constructive relationship with customers and distributors.
Good customer service attitude
- Highlights in requirements:
1/ prefer ASMs in big FMCG company,
2/ demonstrate high standard of ethics & compliance,
3/ willing to mobility
· Selling & Negotiating – Skill
· Channel Management – Skill
· Apply Customer Value Proposition – Skill
· Commercial & Economic Acumen – Knowledge
· Value Chain Understanding – Knowledge
· Managing Customer Experience – Knowledge
· Pricing & Exposure Management
· Selling & Negotiating – Knowledge
· Contract Management – Knowledge
· Applying Technical Capability – Knowledge