Country Manager B2C Oceania & SPI

New South Wales, Australia Job Family Group: Sales & Marketing Worker Type: Regular Posting Start Date: August 18, 2026 Business Unit: Downstream and Renewables Experience Level: Experienced Professionals Job Description: About the Role Shell Global Lubricants is a market leader in Lubricants; Kline ranks Shell as the #1 global lubricants supplier based on finished lubricants sales volumes across automotive and industrial segments worldwide. In APAC Shell operates through a network of Macro Distributors (MDs) in several Asia and South Pacific markets. This channel plays a critical role in delivering sustained growth, brand awareness and financial performance, representing a significant contribution to the region's overall performance. The Oceania region is one of the largest Macro Distributor clusters within Shell Lubricants, encompassing Australia, New Zealand, PNG and the South Pacific Islands. With significant growth opportunities identified across the region, Shell is committed to unlocking its full market potential through ambitious and collaborative growth strategies. As Country Manager B2C Oceania, you will be responsible for driving profitable growth across the Business-to-Consumer (B2C) segment by partnering closely with Indirect business partners to develop, plan, and execute winning commercial strategies. The role will also oversee the Business-to-Business (B2B) lubricants portfolio for the South Pacific Islands, ensuring sustainable growth and strong customer value delivery across these markets. The role of Country Manager B2C Oceania - Lubricants needs to deliver on: Growth of the Lubricants business, primarily driven through indirect business partners to deliver successful partnerships maximizing top line and bottom line. Strong leadership for Safety, Ethics and Compliance, Purpose and Sustainable Development Actively participate in the Oceania team and contribute to the Oceania region strategic direction and design. Accountabilities: Profitable growth of the Existing and New Business Pipeline Opportunities Lead the volumetric and financial performance delivery via the successful co-created New Business growth strategy with the MDs. Build capability of the distributor organization to elevate and deliver on defined short and long-term goals. Product & portfolio management of the complete range of lubricants. Manage new product introductions and efficient management of the portfolio. Develop a strong UVP/CVP offering in collaboration with Marketing, Technical, LSC, Customer Operations to improve likelihood of success in winning tenders within the Pipeline. Collaborate with both internal and external Marketing teams to project lead successful marketing campaigns across the region. Project Management accountability for numerous projects across the region. Ensure both the Shell and MD Technical team are well integrated into the commercial strategy, offering and deliverables of the sector-driven strategies. Contribute and improve the pathway towards Ultimate Potential. Operational Excellence Lead To Lead Operational Excellence between Shell and MDs, focused on effective Portfolio Management, DFA and OTIF. Effective stakeholder management, ensuring timely delivery of Key Operational KPI’s within Shell and MDs, including Supply Chain, Customer Operations and PLM Portfolio Management. Stakeholder Assurance & Relationship management Key liaison and management of internal cross LoB interactions and strategies including GKA, Marine, Aviation, & support ecosystem LSC CO FN etc. More importantly external – MD Senior Leadership engagement and where appropriate joint strategic end customer engagements representing the broader Shell organization. Strong leadership for Safety, Ethics and Compliance: Lead by example and motivate internal and external stakeholders to embrace and actively promote and embed E&C, HSSE culture under the Shell brand. Operate with high standards on compliance and zero tolerance to violation of E&C, SGBP, Code of Conduct. Ensure strong compliance to Ethics & Compliance areas including Anti-Trust and ABC. Key Professional Competencies: Strategic/critical thinking with innovative approaches and problem solving to challenges. Commercial negotiation Project Management Lubricants portfolio experience Envisioning skills and ability to motivate the internal and MD team(s) on the UP journey. Advanced Stakeholders Management skills (internal and external). Channel Management Sales Management Commercial and Economic Acumen Contract Negotiation and management Customer insight into Strategy Developing Customer Value Proposition Value Chain Understanding Selling and Negotiation Managing Customer Experience What You'll Bring: Be a visible MD ambassador balanced with an integrated customer back lens, key core team member for Oceania. Confident communicating and working with senior leaders and be mindful of different priorities or sometimes conflicting positions on topics of importance. Strong organiza