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. - DISCLAIMER: Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Shell/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer. Register here and Set up your job alerts AI is an integral part of today’s recruitment landscape. It can assist in refining ideas, improving clarity, and supporting interview preparation—provided your application remains authentic and reflects your true experience. AI must not be used to fabricate, falsify, or misrepresent any information. Review our full guidelines. You can be a part of the future of energy. Together at Shell, we are transitioning to become a net-zero emissions business while providing the energy that people around the world need today. Working with experienced colleagues , you’ll have the opportunity to develop your skills, in an environment where we value honesty, integrity and respect for one another. At Shell, you progress as we tackle the energy challenge together. #PowerYourProgress Visit our careers site Shell has a bold goal: to become one of the world’s most diverse and inclusive companies, a place where everyone – from our employees to our customers, partners and suppliers – feels valued, respected, and has a strong sense of belonging. Find out more about DE&I at Shell Shell is a global group of energy and petrochemical companies, employing 96,000 people across more than 70 countries. Whether they work on our platforms and pipelines, or in our offices and research labs, people are key to our success. They collectively determine our culture and we expect them to behave according to our values: honesty, integrity, and respect for people. Learn more about our purpose and strategy “If you need any assistance or support while applying for a job, please contact us at [email protected]”