Purpose

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

• Develop and maximize volume, proceeds and C3 Margin, and minimize DSO for new and existing customers in line with Shell HSSE policy and Business Principles- Utilize Global CVPs and Sales 1st techniques to achieve financial targets and Sales and Marketing Key Performance Indicators (KPIs);

• Maximize time spent on coaching and joint visiting customers and prospecting to develop the sales team into “world-class” professionals with winning team spirits, admired by our customers;

• To formulate and implementation of the Marketing Strategy and the T&R.

Accountabilities

Financial performance indicators in 2023:

• Volume 28,000KL and C3 15.0 mln USD

• DSO Japan: 30 Days

Agree, monitor and achieve sales team targets for both new and existing customers through Indirect channels and be accountable for the overall Indirect channels/business performance:

• Financial performance indicators: Volume, Proceeds, C3, Credit DSO and Controllable Costs;

• Sales Productivity performance indicators: (SPANCOP) Pipeline Strength, Target Delivered, NB/CO Hit Rate, Cycle Time, Customer Churn, Proceeds and C3, DICE … etc.

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:

• Develop Shell’s competitive edge and convince distributors/end customers that Shell is providing more value against competitors, incl. major big fish customers

• Explore sustainable business strategy/focus in Indirect/Reseller Channel that enforce Shell’s position in a volatile market

• 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 develop the veteran account managers under tough business environment

In addition to all the common channel challenges, this role requires more on below competence:

• Manage & implement business operating model which can bring real value to Shell; From customer end, they also wish to minimize the number of middleman while keep high service level.

• Leverage Central procurement CVP to strengthen our partnership with end customers while contributing to continuous development of it.

• Explore new business opportunities in various geographical location/marine strategic sector.

• Leverage New build business model to further build competitive barrier

Experience and Qualifications required

• Japanese Proficiency

• Proven track records of sales 1st behavior.

• Significant Sales experience, with proven success in developing profitable business

• Strong Customer focus, preferably with Key Accounts

• Sector experience a must

• Proved people development record is preferred

Key Competences required

Professional Competence:

Selling & Negotiation Mastery

Customer Relationship Management Skill

Market Awareness Mastery

Customer Value Proposition Mastery

Leadership Competence:

4 Leadership Attributes Leaders of Teams