Shell Indirect Channel Account Manager - Guangzhou in Guangzhou, China

Auto req ID 45501BR

Job Title Indirect Channel Account Manager - Guangzhou

Country of Work Location China

City, State (if applicable) Guangzhou

Work Location Guangzhou

Company Description Shell's story in China dates back more than 100 years. At Shell China we will make sure that your ideas will travel. We need world-class candidates to continue our drive to innovate and answer the world’s energy needs in socially and environmentally responsible ways. All of Shell’s core businesses are now represented in China. Upstream (oil and gas exploration and liquefied natural gas), Downstream (Oil Products and Chemicals) and our Projects and Technology organisation (Shell Global Solutions and Coal Gasification).

Job Description

To maintain and develop relationship with distributors and sell through them to grow our lubricants business by increasing volume and margin in line with business plan. Set up a robust distributor network as a solid platform for business growth.

Exceed team and individual KPIs as set by the Sales Manager

Develop and manage a Distributors network to deliver Shell CVPs to final users in an efficient, cost effective, consistent and sustainable way.

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.

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.

Increase the value for existing Shell customers through cross, range and up selling.

Develop new opportunities with prospective customers through distributor network

Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.

Plan, monitor and achieve individual sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.)

Develop, update, maintain, and communicate the distributor business plan, and manage distributor performance with Shell provided sales tools

Be responsible and proactive in HSE issue that affects the individual, the office/field environment, distributors and their customers.

Be accountable for own development plan to continuously improve competencies


Significant Sales experience, with proven success in developing profitable business.

Strong Customer focus, preferably with Key Accounts and Distributors Channel Management experience.

Marketing, Finance, Operations and / or Business knowledge very much preferred.

Strong interpersonal skills and able to build constructive relationship with customers and Distributors

Selling and Negotiation – Skill

Channel Management – Skill

Customer Value Proposition - Skill

Commerial & Economic Acumen - Knowledge

Value Chain Understanding - Knowledge

Managing Customer Experience - Knowledge

Pricing & Exposure Management - Knowledge

Contract Management - Knowledge

Applying Techincal Capablity - Knowledge

Generating Insights -Knowledge

No. of Positions 1


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Shell is an Equal Opportunity Employer.

Removal Date 20-Nov-2017