PCMO Indirect Channel Account Manager

Shanghai, China

Job Family Group:

Sales & Marketing

Worker Type:

Regular

Posting Start Date:

September 17, 2026

Business Unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

Job Purposes:

• To maintain and develop relationship with responsible distributors and sell through them to grow Shell lubricants PCMO business in responsible cities by increasing volume and margin in line with business plan.

• To maintain a robust distributor network as a solid platform for business growth.

Accountabilities: 

• To deliver team and individual KPIs as set by the Sales Manager

• To develop and manage a Distributors network to deliver Shell CVPs to final users in an efficient, cost effective, sustainable way.

• To ensure that all Distributors are aligned to Shell channel strategy and deliver a mutually agreed sales business plan. Leverage Shell DVP to increase distributors’ profitability and mind share to Shell.

• To plan distributor/customer calls and visits to provide the appropriate level of service to distributors and customers with a focus on retaining/expanding business relationships.

• To increase the value for existing Shell customers through cross, range and up selling.

• To develop new opportunities with prospective customers through distributor network

• To plan, monitor and achieve individual sales targets e.g. volume, C3 margin, growth, and trade debtor target.

• To develop, update, maintain, and communicate the distributor business plan, and manage distributor performance with Shell provided sales tools

• To act within Shell MoA, HSSE policy and Business Principles

Requirements:

- Sound commercial experience in sales/marketing, channel management.

- Strong communications/engagement skills.

- Strong customer focus, significant sales experience with proven success in developing profitable business, proven experience in innovation.

- Digital mindset and capabilities will be preferred.

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