Indirect Channel Account Manager B2C PSH

This role involves leading and executing effective business plans with distributors across the assigned geography to achieve sales targets, maintain sales excellence, and meet credit objectives. The position requires managing a sustainable distributor network aligned with the Route-to-Market strategy while ensuring channel efficiency and compliance with contractual terms. Collaboration with critical business partners such as Supply, Distribution, Credit, Sales Support, Pricing, Marketing, and Legal is essential to foster a culture of understanding and resolve potential conflicts from the distributor’s perspective. The role also demands strict adherence to company policies, legal regulations, and ethical standards.

Key Responsibilities

- Lead and implement business plans for distributor delivery within assigned regions, ensuring achievement of sales targets, sales excellence KPIs, and credit goals.
- Develop and maintain a sustainable distributor network that aligns with the Route-to-Market strategy, ensuring all distributors have appropriate legal contracts and monitoring their performance against agreed terms.
- Collaborate proactively with critical business partners to promote cooperation between sales and other functions, especially when distributor-related conflicts arise.
- Ensure compliance with company policies including Manual of Authorities, HSSE Policy, Trade Practices Act, Anti-Competitor laws, and other relevant regulations.
- Analyze industry trends, competitor activities, and end-user behavior to identify opportunities and threats, formulating appropriate responses.
- Enforce adherence to channel and geographical demarcation policies, managing distributor relationships by building strong, mutually beneficial partnerships with key stakeholders.
- Drive distributor alignment with Shell’s business goals by agreeing on multi-year business plans that support Shell’s marketing strategy and targets, ensuring profitable and sustainable growth.
- Monitor financial performance indicators such as volume, margin delivery (Total C3), credit metrics (DSO and overdue percentages), and controllable costs (OPEX).
- Track sales productivity through distributor business plan quality, pipeline management, and Shell sales effectiveness KPIs.
- Support distributors’ key accounts by engaging internal functions to help deliver the Trade Value Proposition effectively.
- Provide business consultation to distributors to optimize returns and improve financial performance ratios for investment decisions.
- Implement agreed marketing programs and materials to enhance the value of Shell and its distributors through trade initiatives.
- Coach, motivate, and develop distributor management staff to build capabilities and ensure continuous improvement.
- Maintain close relationships with sub-distributors and priority key accounts to drive brand loyalty, market share, and optimal yield.
- Continuously monitor market insights, competitor activities, pricing, and promotions, sharing relevant information with line management and partners to support informed decision-making.

Required Qualifications

- Proven experience in selling and negotiations, channel management, and applying Customer Value Proposition (CVP).
- Strong commercial and economic acumen with the ability to analyze market data and financial indicators.
- Demonstrated ability to manage distributor networks and build effective business partnerships.
- Excellent interpersonal and communication skills to work collaboratively with internal teams and external partners.

Base Location: Peshawar
Assigned Geography: Khyber Pakhtunkhwa (KPK)

No preferred qualifications or benefits were specified for this position.