Key Account Manager

• Shanghai, China
• Job Family Group:

• Sales & Marketing
• Worker Type:

• Regular
• Posting Start Date:

• November 5, 2026
• Business Unit:

• Downstream and Renewables
• Experience Level:

• Experienced Professionals
• Job Description:

Where you fit in

This role resides within Shell’s lubricant business, focusing on servicing top leading International Original Equipment Manufacturer (OEM) customers. Shell lubricant has long been top-tier brand for most OEMs, backed by profound industry knowledge, extensive experience and professional expertise. We offer a robust performance-driven position, supporting employees’ capability enhancement and career development within the Shell Group.

What is the role?

• •Build up strategic partnership with top International OEMs and related business partners to obtain more business value.
• •Develop new opportunities with prospective customers independently.
• •Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.
• •Plan, monitor and achieve individual and team sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.)
• •Ensure strong, proactive pricing discipline and actions, aligned with Global Key Account Team and Local Core Team to develop and implement the Key Account Plan accordingly.
• •Ensure Sales Expectations are fully met via Customer Excellent behaviours. Actively implement Sales Basics up to standard.

What we need from you?

• •Substantial experience and thorough understanding of the full deal/tender life cycle from origination, prospection, negotiation to successful execution and value delivery in Key Account Management is essential.
• •Professional B2B experience in Strategic Sales Management and marketing with a good E2E understanding of various businesses will therefore be an advantage.
• •Proven track record of winning profitable business in difficult circumstances.
• •Strong demonstration of behavioural imperatives: Enterprise mindset, Resilient, External/Customer orientation, Commercial Mindset and Delivery.
• •Excellent interpersonal skills: including ability and experience to manage high level relationships within large complex key accounts and internal stakeholders.
• •Fluent in both written and spoken English.

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