Shell Regional Sales Manager, North - Lubricants in Gurgaon, India

Auto req ID 52955BR

Job Title Regional Sales Manager, North - Lubricants

Country of Work Location India

City, State (if applicable) Gurgaon

Work Location Gurgaon

Company Description Shell began operations in India more than 80 years ago. At Shell India, we invest in our people through our industry-leading development programme, which sees our employees thrive and gain access to experts on a local and global level. To date, we have invested more than US$ 1 billion already in India’s energy sector alone in socially and environmentally responsible ways. It is the only global major to have a fuel retail license in India. The Shell Technology Centre Bangalore, STCB, is one of the three global hubs for technology in the Projects & Technology business of Royal Dutch Shell. In addition, we supply crude, chemicals and technology to public and private sector oil companies, and our Chennai Business Centre provides a wide range of finance, accounting and business services to Shell globally.

Job Description

Purpose & Accountabilities:

  • To lead, manage, develop and motivate a sales team managing Distributors for the region

  • Deliver top line growth by selling Shell CVPs to preferred segments through a network of selected, committed, structured and profitable Distributors, in line with Shell HSSE policy and Shell General Business Principle

  • Manage Distributors as profit centres by adding value to their business with a partnership and process driven approach (SLDP), by creating cross-functional business linkages with them, and by making them considering Shell as their preferred business partner.

  • Jointly work with Marketing and the Direct Sales Managers develop the RTM Strategy, and guide implementation of the Indirect Channel strategy, Marketing plans and the T&R

Skills & Requirements:

  • Manage performance of his direct reports. Improve competencies of his direct reports through regular coaching

  • Adhering to Shell General Business Principles in all transactions and conduct of business with external parties; demonstrate and inculcate this behavior within the team members internally

  • Demonstrating commitment to and be responsible for HSSE and the company’s commitment to sustainable development; inculcating safety conscious behaviour, with external parties and internally within the team; meeting own safety targets as per the performance contract

  • Demonstrate inclusive behaviour in all aspects of the company's work, provide equal opportunity and treatment to people from both genders, different cultural and ethnic backgrounds and recognize and respect different ways of thinking

  • Act as Sales 1st Leaders by always talking about Customer and Prospect visits, by measuring numbers and behaviours and make them visible, by coaching direct reports, by recognizing the whole organization’s customer achievements and by being positive, passionate and motivational

  • Transform the indirect channel in line with a Master Plan. Ensure alignment between Shell and Distributor objectives and create a healthy but manageable tension in channel / distributor relationships

  • Aggressively grow the Lubricants business, delivering against T&R targets and "turning around the business” where profitability/coverage/share is insufficient

  • Ensure that the Sales Team has a sell-through mentality and that Distributors are trained on and implement the Marketing CVPs to grow our end-customers’ business. Develop sustainable Distributor Management skills and behaviours of Indirect Channel team members by maximizing time spent on coaching and conducting joint (prospective) distributor visits


  • Work experience of 8-10 years

  • Proven track record in coaching, leading and inspiring teams

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

  • Strong Customer focus, preferably with Key Accounts and Distributors

  • Strong Channel Management experience

  • Candidates from any consumer facing businesses would be preferred, experience in the lubricant industry would be an added advantage.


No. of Positions 1


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 is an Equal Opportunity Employer.

Removal Date 18-Jul-2017