Indirect BDM - Transport amp Industrial

Profile

Texas, United States of America

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

October 26, 2021

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

What's the role -

The BDM will be responsible for:

Hunting and winning new transport and industrial lubricant business in the distributor channel with select distributors in the assigned markets. Maintaining a healthy local pipeline with each distributor. Foster accountability in following up on top opportunities with these distributors.

Accountabilities


Deliver volume/margin new business targets including premium growth goals by new business acquisition.
Drive focus, action planning and delivery of distributor pipeline opportunities and increasing wallet share at key Distributor accounts.
Build the selling capabilities of select distributors, teaching them to utilize the Shell CVPs, educating them about Shell products and applications while participating in ride-along sessions with distributor sales reps.
Have in-depth knowledge of both commercial & technical aspects of lubrication products and services in the Transport & Industrial sectors.
Build mindshare and relationships within assigned distributors, to deliver through others and achieve Shell growth objectives.
Work closely and effectively with key internal resources: Indirect Marketing, Technical, Finance, and Pricing to drive greater alignment and collaboration towards achieving sales growth goals.
Have an in-depth knowledge of the key local competitors and understand their strengths and weaknesses thereby exploiting opportunities arising from these.


Dimensions


Geography: Texas/Oklahoma Sectors: Transport and Industrial.
Deliver new business targets
Support a network of distributors and coach all Distributor Sales personnel (Distributor Sales Managers, Marketing Managers and Sales Reps)
Local / Regional travel of up to 70% will be required - Operate within Travel Budget


Special Challenges


Ability to handle multiple stakeholders and manage multiple deals simultaneously, while maintaining focus on the execution of the deals which will generate the most value to the company and generating opportunities based on market knowledge.
Role will require an exceptional skill and focus on hunting for new business.
Strong understanding of lubricants and in-depth knowledge of the distributor channel and local market.
Ability to influence distributor mindshare towards more focus and selling efforts towards Shell brands and CVPs.


Skills and Requirements

What we need from you -


Must have legal authorization to work in the US on a full-time basis for anyone other than current employer.
With five (5) or more years of sales experience in lubricants field, selling brand value.
Candidates with Heavy Duty on and Off road Transport and Industrial Lubricants sales and service experience.
Bachelor’s degree from accredited university preferred.
CLS-STLE (Certified Lubrication Specialist- Society of Tribologists and Lubrication Engineers), and MLT (Machine Lubrication Technicians) certification a plus.
Experience working with another major oil company and/or distributor preferred.
Ability to successfully operate with stakeholders at all levels from Shell GMs and Distributor Principals, to front line sales and customer personnel.
Previous in-depth experience of indirect/distributor lubricant channel preferred.
Strong analytical skills.
Strong customer focus, relationship building, communication, sales coaching, decision making and commercial acumen.
Ideally located in Dallas or Houston


Company description

Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the world’s growing need for more and cleaner energy solutions in ways that are economically, environmentally and socially responsible. We have expertise in among other exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of oil products, chemicals, electric power, renewables and energy solutions.

As a global energy company operating in a challenging world, we set high standards of performance and ethical behaviors. We are judged by how we act and how we live up to our core values of honesty, integrity and respect for people. Our Business Principles are based on these. They promote trust, openness, teamwork and professionalism, as well as pride in what we do and how we conduct business.

Building on our core values, we aspire to sustain a diverse and inclusive culture where everyone feels respected and valued, from our employees to our customers and partners. A diverse workforce and an inclusive work environment are vital to our success, leading to greater innovation and better energy solutions.

An innovative place to work

There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you’ll add your talent and imagination to a business with the power 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.

A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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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 participates in E-Verify. All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information or other protected status under federal, state or local laws. Shell is an Equal Opportunity Employer - Minorities/Females/Veterans/Disability. As a US Federal Contractor, hiring selections are subject to periodic audit review and documentation of your selections should be maintained for a period of three calendar years. It is the policy of Shell in the U.S. (“Shell”) to provide equal opportunity to all individuals, employees and all qualified applicants for employment consistent with employment requirements and qualifications. Shell prohibits discrimination based on race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, veteran status, citizenship, genetic information, or other protected status under federal, state or local laws. All employees are expected to support this policy and contribute to an environment of equal opportunity. If you need an accommodation for a disability during the resourcing process, please speak with an HR representative.

According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

Company info

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