Distributor Sales Representative

JOB OBJECTIVE:
The Distributor Sales Representative is responsible for delivering the sales, penetration, distribution and collection targets in the assigned coverage area. He must develop the trade through consistent quality coverage of his existing accounts and the continuous opening of potential accounts in his area. He is also responsible for coordinating deliveries with the logistics team to ensure quality service is given to his covered accounts.

DUTIES AND RESPONSIBILITIES:
A. Sales and Penetration
1. Deliver sales targets for his section
2. Regular coverage of the universe of accounts in his assigned area, in alignment with his monthly coverage plan.
3. Achieve productivity targets in his area ensuring that 80% of his account universe purchases monthly
4. Identify and open new or potential accounts in his coverage area
5. Distribute the target SKU assortment for specific store types and channels as aligned by Shell
6. Introduce and sell in new products to target accounts
7. Quality execution of the standard selling procedures for Shell Lubricants, including use of selling tools and systems deployed by Shell
8. Execution of trade initiatives and programs deployed by the distributor and Shell
9. Report competitor activities that may impact sales for Shell lubricants

B. Collections
1. On time collection of trade receivables based on approved credit terms for his accounts
2. Complete collection of trade receivables based on invoice, reconciling any deductions and providing supporting documents for these.
3. Provide immediate information on potential trade risks that may lead to bad debts among his covered accounts

C. Customer Service
1. Coordinate with logistics to ensure that orders are delivered based on the quantity and delivery schedule committed to the trade
2. Address account concerns involving the products, programs or services offered
3. Elevate trade concerns that he cannot address to his Distributor Sales Supervisor and/or Operations Manager