Magnet.me - Het slimme netwerk waarop hbo‑ en wo‑studenten hun baan of stage vinden.
Het slimme netwerk waarop hbo‑ en wo‑studenten hun baan of stage vinden.
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To drive sustainable business growth to achieve market leadership in Marine Lubricants through Direct and Indirect selling approach;To achieve strategic partnership with local reseller and become customer’s first choice brand in Marine Lubs.To lead, manage, coach and inspire a sales team of Japan, to
Financial performance indicators in 2023:
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 the country and deliver the respective business targets
Line Manager sales coaching: 4 days per month (mix of observation and joint sales calls), linked to IDP, with documented coaching report completed after each day
Support the CSI target. Strive to achieve excellence within Demand Forecast Accuracy (DFA), Invoice Accuracy and e-Commerce uptake that support the overall CSI target
Drive the disciplined execution of sales 1st behavior in the team to meet or beat standards set out in the Global Commercial. Increase utilisation and accuracy of Sales CRM Tool especially targeting an improvement in Key Account plans and call rate
Ensure team practices LAT behaviors, HSSE policies, and Shell Business Principles. Lead by example. Ensure the team operates within the Manual of Authority.
Dimensions
Supervise 3 Sales Account managers & 1 Operational Specialist
Geography = Japan
Special Challenges
Aggressively grow the Marine Lubricants business, delivering against T&R targets.
Maximize time spent coaching and conducting joint (prospective) customer visits.Nurture the team and motivating them to achieve plan.Ensure the team operates 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”.Together with the regional leadership team - Direct/GL KAM/ICE, determine the most appropriate route to market, and managing sales and channel conflicts.
Aggressively grow the Marine Lubricants business, delivering against T&R targets.Maximize time spent coaching and conducting joint (prospective) customer visits.Nurture the team and motivating them to achieve plan.Ensure the team operates 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”.Together with the regional leadership team - Direct/GL KAM/ICE, determine the most appropriate route to market, and managing sales and channel conflicts.In summary, this role needs to demonstrate strong leadership in the following areas:
Japanese Proficiency
Key Competences required
Professional Competence:
Selling & Negotiation MasteryCustomer Relationship Management SkillMarket Awareness MasteryCustomer Value Proposition MasteryLeadership Competence:4 Leadership Attributes Leaders of Teams
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