Distributor Sales Supervisor

QUALIFICATIONS:
-Bachelor’s degree holder
-With experience in Lubes Distribution/FMCG industry is a plus
-Preferably has supervisory experience
-Excellent in communication both oral and written
-With driver’s license and own motorcycle
-Can handle a team
-Willing to do field work



DUTIES AND RESPONSIBILITIES:

A. Sales and Distribution
1. Deliver sales targets for his section
2. Define account classification and coverage, placing Top Accounts and Wholesalers under Key Account Coverage, AIWS under the AIWS specialist and balance accounts under regular DSR coverage.
3. Prepare monthly coverage plans for his sales personnel
4. Monitor regular coverage of the universe of accounts, in alignment with salesman monthly coverage plans
5. Drive achievement of productivity targets in the trade area ensuring that 80% of the account universe purchases monthly
6. Support DSR in opening top selling potential accounts that are initially unwilling to purchase
7. Drive distribution of the target SKU assortment for specific store types and channels as aligned by Shell
8. Monitor and drive sell in of new products to target accounts
9. Train DSRs to execute the standard selling procedures for Shell Lubricants, including use of selling tools and systems deployed by Shell
10. Monitor execution of trade initiatives and programs deployed by the distributor and Shell
11. Engage Top 10 accounts monthly and Top 50 accounts quarterly to address any unresolved concerns and discuss business building activities
12. Propose business building activities and trade programs that would increase sales and improve sales KRA performance of his team
13. Report competitor activities that may impact sales for Shell lubricants

B. Customer Service
1. Address account concerns involving the products, programs or services offered that the DSR is unable to resolve
2. Support DSR in resolving account concerns that involve other departments

C. HSSE (Health, Safety, Security and Environment)
1. Ensure that the operations has safeguards in place to ensure compliance to government, Shell and LSI HSSE standards among sales field personnel
2. Report HSSE near misses, potential and actual incidents based on standard reporting procedures
3. Intervene safely to mitigate an identified risk
4. Setup preventive measures for identified risks within the sales operations, especially for field operations
5. Build a culture of safety and sincere care as we work to achieve Goal Zero (Zero Incidents)

D. Risk Management
1. Monitor and drive collection of trade receivables based on approved credit terms for accounts covered by the sales team
2. Followthrough on closure of payment discrepancies within standard lead times
3. Support sales team in collection of difficult high risk accounts
4. Provide immediate information to management on potential trade risks that may lead to bad debts among his covered accounts
5. Ensure implementation of internal control procedures to minimize shrinkages and integrity issues
6. Immediately report integrity issues, investigate the incident and propose control measures to prevent reoccurence

E. Organizational Development
1. Ensure compliance of his team to company policies and procedures (i.e. attendance and tardiness, integrity, etc)
2. Hire and Qualify DSRs
3. Onboard and all new DSRs based on standard procedures
4. Meet the minimum monthly training contacts with his sales team, prioritizing new and non-performing personnel
5. Implement the Employee Development Framework (i.e. Checkpoint-Revalida-Qualification) and Performance Management System within his team
6. Drive retention of performing personnel in his organization
7. Identify and develop team leaders and supervisors within his organization
8. Build the company culture according to the values of the company (i.e People, Leadership, Integrity, Passion for Winning, Integrity, Trust)