PCMO Indirect Channel Account Manager
At a glance
Mid-level Account Management role at Work at Shell. Shanghai · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Manage distributor relationships and expand the network to grow PCMO lubricant sales across assigned cities
- Align distributors with channel strategy, agreed sales plans, and the delivery of Shell CVPs to end users
- Schedule customer and distributor visits that retain relationships and uncover expansion opportunities
- Build existing-customer value through cross-selling, broader ranges, and upselling, while finding prospects through distributors
- Track volume, C3 margin, growth, trade debtors, and distributor performance against business plans and sales tools
What you bring
- Commercial background in sales or marketing, including channel management experience
- Strong communication and stakeholder-engagement ability for distributor and customer relationships
- Substantial sales experience with a record of building profitable business and delivering innovation
- Digital skills and a technology-oriented approach are preferred
Who this fits
This role suits an experienced sales professional who can manage distributors, grow profitable customer relationships, and work toward individual and team KPIs. You’ll be based in Shanghai and must work within Shell’s MoA, HSSE policy, and Business Principles.
From the employer
Job Family Group:
Worker Type:
Posting Start Date:
Business Unit:
Experience Level:
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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