Country Manager B2B ANZ

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, Australia & New Zealand you will be responsible for driving profitable B2B lubricants growth through strategic partnerships with Shell's Macro Distributors, in Australia and New Zealand. The role of Country Manager Australia & New Zealand B2B - 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. Sustainable growth of the ANZ B2B sectors, with a key focus on Mining, Construction & Transport and the broader industrial markets. 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. Develop a strong CVP offering in collaboration with Marketing, Technical, Supply chain & Customer Operations to improve likelihood of success in winning tenders within the Pipeline. Ensure both the Shell and MD Technical teams are well integrated into the commercial strategy, delivering high value outcomes of the sector-driven strategies. Contribute and improve the pathway towards the regions 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 product Portfolio Management. Stakeholder Assurance & Relationship management Key liaison and management of internal cross LoB interactions and strategies including Global Key accounts, Mining, Marine, Aviation, & support ecosystem 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, , local laws & governance & Shell 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. Advanced financial modelling & presentation skills, delivering executive level strategies & reporting The ability to lead regional cross functional teams while working remote and autonomously. A persuasive results orientated business leader that had proven capability in regional project management. Commercial negotiation Project Management Successfully operating with ambiguity, while leading and accountable for business performance. Commercial lubricant business development experience (+8 years) Envisioning skills and ability to motivate the internal and MD team(s) on the Ultimate Potential journey. Advanced Stakeholders Management skills (internal and external). Proven ability to handle ambiguous choices to deliver results. 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 Shell ambassador balanced with an integrated customer back lens, key core team member for Oceania. Confident communicating