Indirect Channel Account Manager – PCMO

Shell

Indirect Channel Account Manager responsible for managing Shell's indirect channel business across Tianjin and Hebei. Focus on distributor capabilities and delivering sustainable volume and profitability growth.

Posted 7/8/2026full-timeBeijing • 🇨🇳 ChinaMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

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.
Build strong relationships with distributors and channel partners while ensuring the successful execution of Shell's commercial, marketing, and digital initiatives in the market.
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.
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.
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.
Implement Shell's channel development and route-to-market strategies.
Drive promotional campaigns, visibility programs, and customer engagement initiatives.
Maintain accurate account plans, sales forecasts, and activity records.

Requirements

What you’ll need

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.
Show demonstrated success in key account development, which is highly preferred.
Exhibit strong customer focus, relationship-building skills, and the ability to negotiate and close business effectively.
Display strong business acumen covering sales, marketing, operations, and financial fundamentals.
Independently develop account plans and execute growth strategies.
Possess excellent communication, influencing, and stakeholder management skills.
Be self-motivated, resilient, results-oriented, and possess strong analytical capabilities.
Thrive in a dynamic, fast-paced commercial environment.
Willingness to travel frequently across Tianjin and Hebei is required.

Benefits

Comp & perks

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 values-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.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Sales Target AchievementRoute-To-Market StrategyBusiness DevelopmentMarket PenetrationAccount Planning

Soft Skills

Strong CommunicationNegotiation SkillsRelationship BuildingAnalytical CapabilitiesResults-Oriented

Certifications

Bachelor's Degree in BusinessBachelor's Degree in MarketingBachelor's Degree in FinanceBachelor's Degree in Engineering