Job Description

Do you have a passion for Sales and Key Account Management with a background in lubricants Then, this role might be for you! Where you fit Shell Global Lubricants is the world\'s #1 lubricants supplier and has been so for the past 16 years. We bring the Shell purpose of Powering Progress to life by producing the world\'s best lubricants, driven by impeccable quality, clean innovation, and a customer-first focus. In this role, you are expected to grow Industrial Indirect business through distributors by focusing on OEM business. Build relationship with national level OEMs, develop local OEM tie-ups, generate leads, and establish Shell as the preferred supplier. Work with channel to bring in better mind share, build people competency and implement organization strategy with channel partners. What\'s the role As Business Development Manager - Indirect Channel, you will identify, develop, negotiate, and deliver key partnerships with Strategic OEMs at their Head offices and regional locations to accelerate the growth in Industrial Indirect segment. Further accountabilities are as follows: Increase the penetration with OEMs where we have tie-ups through regular Regional & Local level OEM interactions, Publishing the leads, Tracking the OEM Leads Pipeline with distributors & help in conversion through activities like Distributor Sales Team CVP Training, OEM Customer Meets and other marketing initiatives. Develop relationship and arrange for local level distributor agreements with OEMs who have impact on the focus products. Drive the business through Sales pipeline process, supporting for conversions and ensuring increase in market penetration and market share. Deliver top line growth by selling Shell Customer Value Preposition to OEMs and to strategic customers having multi location operations in line with shell HSSE policy and shell general business principles. Manage performance of Distributor OEM Managers (whose primary responsibility is to work on OEMs at Distributor Level) and Improve competencies through regular coaching. By using strategic \'OEM Account Plans\', ensure the progress with respect to various targeted OEMs with objective to deliver the business through indirect channel. Coordinate, maintain and grow good working relationship with Sales, Technical, Marketing, RTM, Business finance, Credit, Customer care center, Sales support and Logistics teams to ensure the implementation of the strategy at regional level for the Indirect sector and for its growth. Ensure Commercial excellence process, tools and gladiatorial standards are met by self. Adhere to Shell General Business Principles in all transactions and conduct of business with external parties demonstrate and inculcate this behavior. Demonstrate commitment to and be responsible for HSSE and the company\'s commitment on sustainable development inculcating safety conscious behavior, with external parties meeting own safety targets as per the performance contract. Deliver the targeted growth in national level OEMs and develop new OEM opportunities in B2BI. Regular interactions with targeted OEMs at all levels & handle OEM contracts and business proposals Motivate and keep the sales team focused on OEM approach and generate sales through lead generation and tie ups Build mind share with channel partners, conduct BP Reviews and capability gap closures including quality manpower for OEM Business. Work with distributors in shaping Distributor OEM Managers for their organization. Identify, develop, negotiate, and deliver key partnerships with Strategic customers having multi location operations to accelerate the growth in Industrial Indirect segment What we need from you Preferably Engineering Graduate/MBA with work experience of around 10-15 years in selling of B2B products to large customers in OEM industry. Deliver the targeted growth in national level OEMs and develop new OEM opportunities in B2BI. Regular interactions with targeted OEMs at all levels & handle OEM contracts and business proposals Motivate and keep the sales team focused on OEM approach and generate sales through lead generation and tie ups Build mind share with channel partners, conduct BP Reviews and capability gap closures including quality manpower for OEM Business. Work with distributors in shaping Distributor OEM Managers for their organization. Identify, develop, negotiate, and deliver key partnerships with Strategic customers having multi location operations to accelerate the growth in Industrial Indirect segment. COMPANY DESCRIPTION Shell is a global energy company where we work towards powering progress through more and cleaner energy solutions. We use advanced technologies and take an innovative approach to help build a sustainable energy future. In India Shell has its businesses footprint in Information Technology, Projects & Technology, Finance Operations, Integrated Gas, Downstream & Upstream spread across more than 7 main locations. An innovative place to work Join us and you\'ll be adding your talent and imagination to a business with the ambition to shape the future - whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part. An inclusive place to work To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment - one where you can express your ideas, extend your skills and reach your potential We are creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we\'ll take it from there. We are striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity. We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application. A rewarding place to work As an equal opportunity employer, combining our ideas through a creative, collaborative environment and global operations - we have developed and will continue to nurture a unique workplace with an impressive range of benefits to ensure that joining Shell is an inspired and rewarding career choice for everyone.

Monster