PCMO Indirect Channel Account Manager

Shanghai, China

Job Family Group:

Sales & Marketing

Worker Type:

Regular

Posting Start Date:

November 24, 2025

Business unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

Where you fit in:

Our team belongs to the Shell China Lubricant – PCMO sectors and we are responsible for Zhejiang Province PCMO business. We are leading and cooperating with key distributors and workshops to develop continuous and sustainable business growth. The team is full of energy and innovation and we are looking for the one who is experienced in sales & marketing and indirect channel management. 

Accountabilities:

- To be responsible for the full P&L of Accounts which locate in Zhejiang Province and to achieve individual sales targets (Vol, C3, C5), marketing implementations and operation KPIs by utilizing Shell CVPs and Commercial Excellence framework.  

- To ensure that our Indirect Channel Distributors are aligned to our goals, strategy and practices, and develop strong CRM with distributors and customers.

- To negotiate with key account and individual workshops and earn more top workshops in the market.

- To motivate, develop and coach distributors’ sales team to be a professional team who could grow new business and earn more market shares.

- To optimize and build a sustainable growing distributor network and have courage to change the current situation to aim for higher growth.

- To manage key stakeholders and work closely with Marketing, Pricing, Technical, Supply Chain, ICE team to maximize internal resources to support business growth.

- To develop distributor and individual workshops’ mindset and capability in social media and self-own media, like TikTok.

- To ensure personal compliance with Shell Group Business Principles, Shell HSSE Policy, Shell Values, Shell E&C Regulations, and other relevant Shell policies.

Responsible region:  

Zhejiang 2-3 Distributors, based in Shanghai or Zhejiang

Requirements

- Around 4-6 years working experience in sales/marketing and indirect channel management with solid commercial professional. Experience in auto after-market is a plus.

- Strong proficiency in sales skills, including distributor management, selling & negotiation, value chain understanding, pricing management, business planning, channel management, applying customer value proposition.

- Proven strong track records in earning top & key customers.

- Strong customer focus, significant sales experience with proven success in developing profitable business and proven experience in innovation.

- Strong communication and engagement skills and experience in coaching distributors’ sales team.

- Digital mindset and capabilities in social media is a plus.

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