Indirect Channel Account Manager

About the Role The PCMO Indirect Channel Account Manager is responsible for managing and growing Shell's indirect channel business across Tianjin and Hebei. The role focuses on developing distributor capabilities, expanding workshop coverage, acquiring new business opportunities, and delivering sustainable volume and profitability growth.You will build strong relationships with distributors and channel partners while ensuring the successful execution of Shell's commercial, marketing, and digital initiatives in the market. What You'll Do

• Drive Business Growth: Deliver and exceed sales targets, including volume, margin, and market penetration objectives. Develop and execute RTM for Tianjin and Hebei. Identify, prospect, and win new business opportunities through distributors and indirect channels. Accelerate customer acquisition and increase Shell lubricant adoption within target workshops and retail networks.
• Manage Distributor Relationships: Build strong partnerships with key distributors and channel customers. Support distributors in developing sales capabilities, customer coverage, and route-to-market effectiveness. Conduct regular business reviews and performance tracking with distributor partners. Ensure alignment on business objectives, commercial execution, and growth initiatives.
• Develop Existing Customers: Strengthen relationships with existing workshops, retail stores, and service providers. Increase customer value through cross-selling, range expansion, and premium product conversion. Understand customer business needs and recommend appropriate Shell products, solutions, and services.
• Execute Market and Channel Strategies: Implement Shell's channel development and route-to-market strategies. Drive promotional campaigns, visibility programs, and customer engagement initiatives. Support the deployment of digital tools and customer experience programs. Monitor market trends, competitor activities, and emerging growth opportunities.
• Deliver Operational Excellence: Maintain accurate account plans, sales forecasts, and activity records. Collaborate closely with ICE, Marketing, NRD, Supply Chain and Customer Operations teams. Ensure compliance with Shell business principles, policies, and HSE requirements. Take ownership of personal development and continuously improve commercial capabilities. What We're Looking For
• Bachelor's degree or higher in Business, Marketing, Finance, or Engineering.
• 5 years of experience in the lubricants or automotive aftermarket sectors.
• Solid experience in indirect channel sales and distributor management with a proven track record of profitable growth.