B2B Marketing Lead

The B2B Marketing Lead is a custodian of the Driveline Portfolio (Gadus, Spirax, Rimula and Tellus) responsible for setting, building, and delivering the go to market strategy and the brand growth strategy across each strategic sector (Agriculture, Mining, Power, Fleet and OEMs – Original Equipment Manufacturer) to deliver the Lubricants business growth objectives, strong brand equity as well as value for our customers (Direct customers, OEMs, GKA and B2B Distributors)

The role also supports the sales teams with demand and pipeline generation.

This role requires an innovative thinker who is self-starter with the ability to understand technical concepts, identify and use multiple data sources (customer insights, consumer needs, local market/industry trends, global trends) to uncover opportunities, translate these into business value that is aligned with our growth target. It will require the ability to present strategic recommendations to the leadership team and ensure implementation to completion.

You will work with cross functional teams including Technical, Sales, LSC, Finance, Legal, global teams and external stakeholders including customers.

The position reports to the Marketing Manager.

Key Accountabilities:
Develop, lead and implement the short and medium-term Drive Line portfolio 360 sector strategy, portfolio, CVP development across B2B segments to deliver:

• Market share growth and brand equity
• Ultimate Potential
• Profit Margin growth
• Volume growth target
• Manage the balance between GPO, co-brands, endorsement and Shell own brands, developing approaches and supporting the customers to see the value of the Shell branded/co-branded opportunities
• Collaborate with Pricing Manager on sector pricing strategy and portfolio
• Role requires the ability to identify and evaluate ideas and plans in between T&R cycle to maximise competitive advantage
• Manage marketing budget, execution and tracking of ROI (return on investment) and ensure all marketing activities are evaluated (ROI and PIR (post investment review))
• Brief creative agencies and ensure briefs are aligned to short- and medium-term strategy and in support of GKA and OEMs plans.
• Oversee the implementation of marketing activities and ensure activation of OEM contracts
• Build brand advocacy, PR, events, write marketing and technical blogs posts demonstrating the value of the brand, to create engagement, loyalty, growth and leveraging these to drive demand and pipeline fill.
• Provide the fuel for growth by owning the pipeline fill process for the priority sectors
• Work extremely closely with BDMs to deliver clear growth opportunities, ensure a robust pipeline and support strong pipeline growth.
• Prepare and present monthly & quarterly portfolio performance reviews, establish metrics to track challenges and opportunities and find a solve
• Integrate best practices from other markets and identify opportunities to work closely with other parts of SDSA particularly Fleet Solutions, Mobility & Commercial Fuels
• Coach Distributors on their marketing plans and ensure these are in line with our growth priorities.
• Lead, coach and develop the direct reports enabling their growth

Skills & Requirements

• Degree - BCom in Marketing, or any related qualification
• Minimum of 5 years' marketing experience within B2B sector
• Implement and manage simultaneous competing activities and programs on time and on budget, producing the agreed top line growth.
• Digital skills including but limited to proficiency in technology such CRM, AI tools, data analysis, digital marketing.
• Success in this role will require a close relationship with sales teams, technical team, and other marketing implementers in the region and globally.
• Agility, curiosity, and openness to new ways of working with keenness to reach out and understand best practices beyond South Africa
• Highly self-motivated person with good planning skills.
• Strong project management skills required.