Marlene Thayaprai Singh has over 15 years of experience in customer service and sales roles within the oil and petroleum industry. She has held positions at BP SA and Shell SA supporting business-to-business customers and managing accounts. Currently she is the Indirect Channel Account Manager for Motor Factors at Shell SA, where she is responsible for growing sales and developing profitable relationships with motor factor partners.

1. CURRICULUM VITAE
OF
MARLENE THAYAPRAI SINGH

2. PERSONAL DETAILS
Surname: Singh
First Names: Marlene Thayaprai
Address: 3 Plover Street
Mackenzie Park North – Benoni
Contact Details: 076 864 9448
Marital Status: Married
License: code 10
Defensive driving (renewed every 2 years) valid
QUALIFICATIONS/COMPUTER PACKAGES
 N3 Secretarial course– Matric English- Maths – Afrikaans – Accounting – Office Practice– Comm
& Deportment ( 1993) Lincoln Heights
 Broad Spectrum – Excel- MS Word-Lotus 5.1 – AS 400(JDE)
 Defensive driving
 Complianceand Ethics training
 Product Technical Training
 Category Management
 Legal and Competitive Law
 Mind Share & Stakeholder Management
 DMAP/ SAP
 PipelineManagement

3. CAREER HISTORY
BP SA
Customer Service Representative – January 2002 – 2006 (Contractor)
Duties
 Processingof telephonic/faxed and emailed orders.
 Liaisingwith the transporter for prompt and efficient delivery.
 Ensuringthat the pricingis correct.
 Communicatingwith the Supply Chain department regardingbackorders.
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BP SA
B2B Offline Depot Customer Support Executive – 2006 – 2007
Duties
 Processingand managing inventory to our depots.
 Reconciliation of inventory on a monthly basis.
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BP SA
Technical - Customer Service Facilitator - August 2007 – October 2007
Duties
 Analysing businessproposalson behalf of the miningdepartment.
 Responsibleand organisingtechnical training.
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4. BP SA
Accounts Manager – High Street November 2007 - January 2014
Duties
 To deliver both volume and gross margin within the allocated territory of the operation for the High
Street business.
 To meet or exceed KPI targets of Sales Value (Volume), NSV/litre, gross margins, costs and credit
applicable to the sales territory.
 To be accountablefor the execution of the High Street spacestrategies within the designated sales
territory. This is to be done through embracingand buildingsales excellence.
 To be accountablefor implementation of any Global Strategic Accounts strategies,in agreement with
the Channel Manager.
 To maintain a good relationship with the allocated customer base and build on it.
 Grow the existingcustomer basethrough cold callingand lookingfor additional sell through
opportunities.
 Enhance profitability by sellingacrosstheentire range of products where appropriate,as well as
trading customers up the brand ladder to products more profitableto the company and more
beneficial to the customer.
 To implement with perfection dedicated High Street offers designed by Marketing to enable
achievement of WILG agenda in these core and strategic market space.
 Work closely with CreditServices to ensure the effective management of credi textended to customers
within the sales territory.This includes responsibility for ensuring outstanding collections, reviewing
creditlimits quarterly,eliminating over dues, reviewingcredit position monthly,minimisingbad debt
and frequent liaison with CreditServices to resolve queries from customers.
 Ensure that all queries and complaints received from customers are expeditiously attended to and
resolved in the areas of orders, products, deliveries and credit.
 Maintain a sound knowledge of the lubes product range, applications,offers and marketing strategy,
ensuringthat this information is used for the benefit of the company and its customers. This includes
BP/Castrol grades,as well as competitor products.
 Ensure compliancewith group functional standards,such as D&I and ethics.
 To providetimeous and accurateinputinto the forecasting system through the Sales Operations team,
ensuringadequate inventory for the customer base.
 I am a team player within the business.
 One Team: Enable others to trust me by deliveringon my accountabilities and standingby decisions
when they are made.
 Safety: Followthe requirements specified in OMS and contribute to the delivery of safe, complaintand
reliableoperations.
 Excellence: Plan carefully,make well informed decisions and do the right thing.
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CAREER SUMMARY
I am an ambitious individual with a strong determination to succeed who also possesses impressiveleadership
skills and a deep understandingof customer-centric sales.Havinga proven track record of working within a
target driven environment and of achievingsales targetconsistently.Ableto sell acrossall portfoliosof print
and media and havinga consistenttrack record of being ableto identify and present the most effective
solutions to meet customer needs.

5. Shell SA
Indirect Channel Account Manager – Motor factors – February 2015 – current
Duties
 To deliver top linegrowth by sellingShell CVP’s to preferred segments through a network of selection,
committed, structured and profitableMotor factors,in linewith Shell HSSE policy and Shell general
Business Principles.
 To manage all Motor factor as profitcentre by addingvalueto their business with a partnership and
process driven approach ,by creating cross functional businesslinkages,and by makingthem
consideringShell as their preferred business partner.
 Manage Head office Relationshipsfor national Key Account, deliveringthrough Trade Champs for
selected activities.
 To supportwith the implementation of the marketing plan.
 Accountabilities implement and maintain a sustainableMotor factor network that complies with the
Route to Market strategy in place( Profile,Contract,Resources and Legal) whilstkeeping control of
Channel Captaincy.Ensure all Motor factors have appropriateand legal contracts and monitor
resources allocation and performanceagainstterms and conditions.
 Ensure Motor factor recruit,develop, motivate and retrain a sales forcethat delivers sustainable
performance and provideappropriatesupport.
 Ensure each Motor factor is aligned in goal,capability,businessfocus and capital resources to
maximize Shell business and agreea multi-yearly Business Plan thatis fully aligned with Shell
Marketing strategy and targets, and deliver activities thatallows to deliver performance and to
develop profitableand sustainablebusinessfor both Shell and Motor factors.
 Agree, monitor and achievetargets using SLDP tools for both new and existingMotor factors and
contribute to the overall performance.
1. Financial performanceindicators:Volume, Revenue, GP, Credit DSO and controllablecosts.
2. Sales productivity performanceindicators:BUSINESS Plan quality,SPANCOP pipeline
strength, target delivered, hit Rate, Cycletime, SHLL Drill B2C customer Churn, INDIRECT
Channel Efficiency,and revenue and GP per Motor factor.
 Implement Shell Motor factor Distributor ValueProposition (DVP) in order to increaseMind Shareto
Shell from Motor factor such as:
1. ProvideSales supportby visitingMotor factor key accounts and by engaging all functions in
Shell that could help at deliveringcustomer promise.
2. Act as business consultant,to efficiently manage relations with Motor factors and to
audit/improvefinancial performanceratios.
3. Deliver agreed marketing programs and materials to increasethe valueto Shell and Motor
factors through a range of cross sell, up-sell and newsell activities.
4. Successfully migrateprofitableaccounts fromShell to Motor factor control.
 Ensure linkages with Marketing team by implementing Marketing plan( CVP), Pricing,Brand and
Communications campaigns) and by monitoringand reporting market trends and competition
initiatives,strengths and weakness.
 Be responsibleand proactivein HSE issues thataffect the individual,theoffice/field environment and
their Motor factor and customers.
 Develop and maintain good working relationship with all Supportfunctions to assistin resolving
complex issues and improveMotor factor and customer satisfaction.
 Link business plansto external alignment and sharevision.Review and identifyingMotor factor
capability assessmentcurrent versus future and developing actions on gap closure.

6. DIMENSIONS TOTAL PROCEEDS: ZAR 118 M
TOTAL VOLUME: 4,725,969 (Including premiumcontribution)
Special Challenges:
 Move Sales from “sell to” to “sell through” in order to deliver top linegrowth.
 Ensure that Motor factors arestructured and organised to offer Shell CVP and deliver customer
promiseto targeted segments in a way creates new business and maintain/develop existingaccounts.
Additional comments
Lubricants arebuildinga highly professional,commercially focused organisation.Leaders with strong
commercial skillsand experienceare critical to achieveour aims of buildingupon our marketing strength,
focusingon key growth markets, strengthening the supply chain organisation and acceleratingthe
implementation of a macro-Motor factor model. All candidates who are ableto demonstrate commerciality,
coupled with the Leadership Attributes ( Auntenticity, Growth, Collaboration,Performance) are encourage to
apply.A good overall understandingand experience of the Lubricants business isdesired,but not essential.
Experience and Qualifications:
 SignificantSales experience,with proven success in developingprofitablebusiness.
 Strong customer focus,preferably with Key Accounts and Motor factors.
 Channel Management experience.
 Knowledge of FMCG sector.
 Marketing, Finance, Operations and Business knowledge.
 Strong interpersonal skillsand ableto build constructiverelationship with customers and Motor
Factors.
Competence:
 Sellingand Negotiation
 Market Awareness
 Customer ValueProposition
 Motor Factor Management
REFERENCE
Channel Manager: Kaushik Day 083 401 5054 ( Castrol BP/SA)
Line Manager : NicoleAbrahams 083 649 6956 ( Shell SA)