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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