Petros Petropoulos AEBE (www.petropoulos.com), established in 1922 and listed in Athens Stock Exchange, is a leading organization in the automotive, agriculture and industrial sectors. The company distributes numerous global brands (Shell Lubricants, Jaguar - Land Rover, Isuzu, Scania, BYD, Maxus, KTM, Hankook, Petrogen, Ingersoll Rand, 2G, Kubota, Landini, McCormick, etc.) and maintains leading market shares in the relevant sectors.

The company’s Shell Lubricants Business Unit is currently seeking to employ an Indirect Channel Account Manager, who will report to the Sales Manager.

About the Role

We are looking for an experienced, talented and self-driven Indirect Channel Account Manager, who will be managing part of our network of Resellers. The aim is to grow our sales of Shell lubricants to customers (car and truck workshops, agriculture, fleets, medium size industry and construction etc.) through our network of Resellers.

You will play a fundamental role in achieving our ambitious yearly targets. You must be able to act as a consultant for Resellers’ business, comfortable in making calls with Resellers and their key customers and have appetite for hunting new business.

Responsibilities

• Research and understand Resellers’ business drivers, strategy, strengths, weaknesses and advise them for potential improvements in their business.
• Research and understand Resellers’ local market, opportunities, threats, competition, and help them build their strategy to maximize their sales and profits.
• Build long-term customer relationships with all stakeholders ensuring superior customer satisfaction level.
• Resolve customer complaints in a timely and satisfactory manner.
• Develop Annual Business Plans (ABP) for Resellers in collaboration with them. Monitor the execution of ABPs and take, if necessary, appropriate corrective actions to achieve the agreed goals.
• Plan and perform frequent field visits to Resellers and their key customers, both prospect and existing.
• Follow closely Resellers’ credit performance and work actively together with our debt chasing department to ensure on-time payments.
• Provide sales trainings and coaching to Resellers and their teams.
• Liaise with Technical Advisor to provide technical support and training to Resellers and their customers.
• Support Resellers in HR activities.
• Ensure that Resellers report on time all requested data.
• Work strategically and proactively on route-to-market and network optimization.
• Prepare thoroughly before customer visits and negotiations (set objectives, know the premises, have clear strategy and anticipate potential objections).
• Use all available tools to track sales performance against targets and take corrective action to ensure plan achievement.
• Monitor market and competitive environment and update on regular base company’s CRM.
• Work in a team concept and build trusting relationships with internal staff, customers and suppliers.
• Grow your internal network to learn, get support and accelerate the above.

Desired Skills and Experience

• University degree in Engineering or Business discipline
• Minimum 5 years of experience in sales, managing fuel Retailers or Resellers network of products such as lubricants, chemicals, industrial parts and materials, automotive spare parts, etc.
• Self-driven and ability to work independently with accountability
• Strong customer focus
• Strong interpersonal skills and ability to build constructive relationships
• Team player
• Ability to multi-task, prioritize, and manage time effectively
• Excellent knowledge of English language (spoken & written)
• Driving license

We offer

• Excellent working environment
• Competitive remuneration
• Company car
• Private medical plan
• Private pension plan