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Country Manager B2B ANZ
senior · Sales & Business Development
Nueva Gales del Sur, Australia
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About the Role
Shell Global Lubricants, is a market leader in Lubricants, Kline ranks Shell as the #1 global lubricants supplier based on finished lubricants sales volumes across automotive and industrial segments worldwide. In APAC Shell operates through a network of Macro Distributors (MDs) in several Asia and South Pacific markets.. This channel plays a critical role in delivering sustained growth,brand awareness and financial performance, representing a significant contribution to the region's overall performance.
The Oceania region is one of the largest Macro Distributor clusters within Shell Lubricants, encompassing Australia, New Zealand, PNG and the South Pacific Islands. With significant growth opportunities identified across the region, Shell is committed to unlocking its full market potential through ambitious and collaborative growth strategies.
As Country Manager, Australia & New Zealand you will be responsible for driving profitable B2B lubricants growth through strategic partnerships with Shell's Macro Distributors, in Australia and New Zealand.
The role of Country Manager Australia & New Zealand B2B - Lubricants needs to deliver on:
Growth of the Lubricants business, primarily driven through indirect business partners to deliver successful partnerships maximizing top line and bottom line.
Sustainable growth of the ANZ B2B sectors, with a key focus on Mining, Construction & Transport and the broader industrial markets.
Strong leadership for Safety, Ethics and Compliance, Purpose and Sustainable Development
Actively participate in the Oceania team and contribute to the Oceania region strategic direction and design.
Accountabilities:
Profitable growth of the Existing and New Business Pipeline Opportunities
Lead the volumetric and financial performance delivery via the successful co-created New Business growth strategy with the MDs.
Build capability of the distributor organization to elevate and deliver on defined short and long-term goals.
Develop a strong CVP offering in collaboration with Marketing, Technical, Supply chain & Customer Operations to improve likelihood of success in winning tenders within the Pipeline.
Ensure both the Shell and MD Technical teams are well integrated into the commercial strategy, delivering high value outcomes of the sector-driven strategies.
Contribute and improve the pathway towards the regions Ultimate Potential.
Operational Excellence Lead
To Lead Operational Excellence between Shell and MDs, focused on effective Portfolio Management, DFA and OTIF.
Effective stakeholder management, ensuring timely delivery of Key Operational KPI’s within Shell and MDs, including Supply Chain, Customer Operations and product Portfolio Management.
Stakeholder Assurance & Relationship management
Key liaison and management of internal cross LoB interactions and strategies including Global Key accounts, Mining, Marine, Aviation, & support ecosystem etc.
More importantly external – MD Senior Leadership engagement and where appropriate joint strategic end customer engagements representing the broader Shell organization.
Strong leadership for Safety, Ethics and Compliance
Lead by example and motivate internal and external stakeholders to embrace and actively promote and embed E&C, HSSE culture under the Shell brand.
Operate with high standards on compliance and zero tolerance to violation of E&C, , local laws & governance & Shell Code of Conduct.
Ensure strong compliance to Ethics & Compliance areas including Anti-Trust and ABC.
Key Professional Competencies:
Strategic/critical thinking with innovative approaches and problem solving to challenges.
Advanced financial modelling & presentation skills, delivering executive level strategies & reporting
The ability to lead regional cross functional teams while working remote and autonomously. A persuasive results orientated business leader that had proven capability in regional project management.
Commercial negotiation
Project Management
Successfully operating with ambiguity, while leading and accountable for business performance.
Commercial lubricant business development experience (+8 years)
Envisioning skills and ability to motivate the internal and MD team(s) on the Ultimate Potential journey.
Advanced Stakeholders Management skills (internal and external).
Proven ability to handle ambiguous choices to deliver results.
Channel Management
Sales Management
Commercial and Economic Acumen
Contract Negotiation and management
Customer insight into Strategy
Developing Customer Value Proposition
Value Chain Understanding
Selling and Negotiation
Managing Customer Experience
What You'll Bring:
Be a visible Shell ambassador balanced with an integrated customer back lens, key core team member for Oceania.
Confident communicating and working with senior leaders and be mindful of different priorities or sometimes conflicting positions on topics of importance.
Strong organizational and project management skills, with the ability to effectively work with stakeholders to drive timelines and deliverables.
Someone that excels at business partnering, ability to develop a deep understanding of different stakeholder needs, assert credibility and challenge as needed.
A high energy level individual, with the determination of seeing things through and succeeding. A self-starter.
Exceptional interpersonal and communication skills (English, oral + written) including a proven ability to readily influence others and lead effective global networks and relationships.
An ability to influence an outcome often without direct authority.
A natural Integrator and able to collaborate across organizational and discipline boundaries.
What we offer
You bring your skills and experience to Shell and in return you work with talented, committed people on one of the most important challenges facing our planet. You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You’ll be able to balance your priorities as you become the best version of yourself.
Progress as a person as we work on the energy transition together.
Continuously grow the transferable skills you need to get ahead.
Work at the forefront of technology, trends, and practices.
Collaborate with experienced colleagues with unique expertise.
Achieve your balance in a values-led culture that encourages you to be the best version of yourself.
Benefit from flexible working hours, and the possibility of remote/mobile working.
Perform at your best with a competitive starting salary and annual performance-related salary increase – our pay and benefits packages are considered to be among the best in the world.
Take advantage of paid parental leave, including for non-birthing parents.
Join an organization working to become one of the most diverse and inclusive in the world. We strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply.
Grow as you progress through diverse career opportunities in national and international teams.
Gain access to a wide range of training and development programmes.
Note: We are keen to support flexible working arrangements, subject to local regulations and legislative frameworks. If this is of interest to you, please describe in your application the type of flexible working arrangements for which you would like to be considered (e.g., part-time, job share).
We'd like you to know that Shell has a bold goal: to become one of the world’s most diverse and inclusive companies. You can get to know more about how we're working towards that goal, click here.
Shell in Australia
Shell has operated in Australia since 1901. From operating Australia’s first oil refinery, which was central to meeting Australia’s fuel needs, to fuelling the first Qantas commercial flight in the 1920s, to playing a foundation role in building some of Australia’s largest and most innovative natural resource developments.
Throughout this 125-year relationship the needs of our customers and the nation have changed and we have continued transforming our portfolio to meet these needs. Today, we are a leading natural gas producer and are playing our part in the transition to a low-carbon future by investing in the power sector, renewable energy sources and carbon abatement activities.
Shell has a significant Liquefied Natural Gas (LNG) business in Australia that makes a valuable contribution to today’s energy supply. This integrated gas portfolio includes our two Shell-operated gas production and liquefaction businesses, Shell QGC in Queensland and Prelude Floating LNG offshore in Western Australia, and our joint venture interests in Gorgon and North West Shelf in Western Australia and Arrow Energy in Queensland.
Today, Shell’s portfolio in Australia also includes zero- and low-carbon energy businesses such as commercial and industrial retailer, Shell Energy carbon farming specialist, Select Carbon the 120MW Gangarri solar development; residential energy retailer, Powershop Australia a 49% stake in WestWind Australia a 50% share of Kondinin Energy and several grid-scale Battery Energy Storage Solutions projects. High quality Shell branded fuels and lubricants are available right across Australia, through an exclusive brand license arrangement with Viva Energy.
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