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Purpose

Sales activities

-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.

Operation activities

• 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

Special Challenges

• 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