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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