Channel Account Mgr - B2B, Hyderabad

What’s the role? 

As Channel Account Mgr. - B2B, you are responsible for growing the B2B Lubricants business through our Distributor Channel and in targeted geographies and sectors by business planning and execution. You are expected to deliver top-line growth by selling Shell CVPs to target sectors, in line with Shell HSSE policy and Shell General Business Principles in conjunction with RTM, Marketing and Technical, implementing the Sector and Customer Strategy 

What you’ll be doing 

• Develop and execute Distributor Business Plans to meet volume, revenue, credit, and operational targets. 

• Engage with key prospects, customers, OEMs, and cross-functional teams to deliver integrated Shell CVPs. 

• Drive sales productivity through strong pipeline management, forecasting, and performance metrics. 

• Ensure working capital efficiency with accurate forecasting and credit control. 

• Grow market share via SPANCOP process and rigorous account management aligned with sector strategy. 

• Identify new business opportunities and enhance value for existing customers through cross-selling and up-selling. 

• Maintain strong relationships with distributors and internal teams (Marketing, Technical, Finance, S&OP). 

• Monitor market trends, competitor activities, and implement pricing and product strategies. 

• Uphold Shell HSSE standards, inclusive behaviors, and General Business Principles. 

• Own your development plan to continuously improve competencies. 

What we need from you 

• Engineering Graduate or MBA with 5–6 years of experience in Channel Management and Key Account Management. 

• Techno-commercial mindset and a solid financial understanding of channel vendors. 

• Significant Sales experience, with proven success in developing profitable business, preferably with Channel and Customers 

• Strong Customer focus 

• Gained hands on experience or Skill level in: 

• Selling and Negotiation 

• Channel Management           

• Obtained knowledge or exposure among the following sale competencies: 

• Applying Customer Value Proposition 

• Commercial & Economic Acumen 

• Value Chain Understanding 

• Managing Customer Experience        

• Pricing & Exposure Management 

• Contract Management          

• Applying Technical Capability 

• Generating Insights 

What we offer 

You bring your skills and experience to Shell and in return you work with talented, committed people on one of the most important challenges facing our planet. You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You’ll be able to balance your priorities as you become the best version of yourself. 

• Progress as a person as we work on the energy transition together. 

• Continuously grow the transferable skills you need to get ahead. 

• Work at the forefront of technology, trends, and practices. 

• Collaborate with experienced colleagues with unique expertise. 

• Achieve your balance in a value-led culture that encourages you to be the best version of yourself. 

• Benefit from flexible working hours, and the possibility of remote/mobile working. 

• Perform at your best with a competitive starting salary and annual performance related salary increase – our pay and benefits packages are considered to be among the best in the world. 

• Take advantage of paid parental leave, including for non-birthing parents. 

• Join an organisation working to become one of the most diverse and inclusive in the world. We strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply. 

• Grow as you progress through diverse career opportunities in national and 

• international teams. 

• Gain access to a wide range of training and development programmes. 

We'd like you to know that Shell has a bold goal: to become one of the world’s most diverse and inclusive companies. You can get to know more about how we're working towards that goal, click here.