PCMO Indirect Channel Account Manager

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What’s the role

This position is under Shell China Lubricant – PCMO sectors and we are responsible for Henan 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.

What you’ll be doing

• Drive Business Growth: identify and win new business opportunities through distributors and indirect channels to expand the customer base.

• Manage Distributor Relationships: build strong partnerships with key distributors and support them in developing sales capabilities and customer coverage.

• Develop Existing Customers: Strengthen relationships with existing workshops and retail stores is essential for increasing customer value through cross-selling and product conversion.

• Execute Market and Channel Strategies: drive promotional campaigns and support the deployment of digital tools for customer engagement.

• Deliver Operational Excellence: maintain operational excellence by collaborating with internal teams to ensure accurate sales forecasts and activity records.

• Monitor market trends and competitor activities to identify emerging growth opportunities effectively.

• Ensure compliance with business principles and take ownership of personal development to continuously improve commercial capabilities.

What you bring

• Around 5-10 years’ working experience in sales/marketing and indirect channel management with solid commercial acumen. 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.

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 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. 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.

We are committed to attracting a broader and more diverse pool of candidates. If this position doesn’t feel like the perfect fit for your qualifications right now, we’d still love to hear from you. Consider creating a profile in our Talent Community so we can keep you in mind for future opportunities that may align with your skills.

Shell in China

Shell's story in China dates back to more than one century ago. All of Shell’s core businesses are now represented in China and our head office in China is in Beijing.

As a leading global group of energy and petrochemical companies that is high up on the Fortune 500 list, Shell helps meet the world’s demand for energy in economically, environmentally and socially responsible ways. We embrace the ambition to be the most competitive and innovative energy company in the world.

Today, all of Shell’s core businesses – Upstream, Integrated Gas and New Energies, Downstream and Projects & Technology – are active in China. With win-win partnerships with all of the major national oil companies in China, including China National Petroleum Corporation (CNPC), China Petroleum & Chemical Corporation (Sinopec), China National Offshore Oil Corporation (CNOOC) and Shaanxi Yanchang Group Company (YCG), we aim to achieve End-to-End Integration of the whole value chain from Upstream molecules to Downstream markets and extract maximum value for business partners in and outside China.

To realise these goals, we are focusing on four strategic business priorities:

• International cooperation with Chinese partners overseas to bring energy back to China;

• Developing unconventional gas resources in China and providing natural gas, liquefied natural gas (LNG) and quality oil products to help meet the country’s energy needs with cleaner fuels;

• Research and development (R&D) and technology cooperation;

• Taking Chinese enterprises overseas: leveraging China capability and growing business together.

We are proud that today:

• Since BG acquisition in 2016, Shell further enhances its leading position in LNG supply to China.

• Shell’s Changbei project is “a flagship Sino-foreign cooperative project in Upstream development”, supplying cleaner natural gas to Beijing, Tianjin, Shandong and Hebei Provinces. Changbei Project produced 3 billion cubic meters of natural gas in 2008, contributing a green 2008 Beijing Olympics. The production reached 3.3 billion in 2009 and continued for 12 consecutive years. This annual production of Changbei amounts 17% of the natural gas supply of Beijing in 2019.

• the world-class CSPC (CNOOC and Shell Petrochemicals Company Limited ) is one of the largest sino-foreign petrochemical joint ventures in China.

• Shell Energy China (SEC) is one of the first wholly owned foreign entities to participate in the China’s carbon emissions market, and is one of the first foreign entities that have registered to trade in the China’s power market.

• Shell Lubricants has been the global market leader for 15 consecutive years

• Shell has the leading network of retail sites among IOCs in China;

• Shell has a deep and growing partnership with Chinese national oil companies outside of China;

• Shell China had honorned Poverty Alleviation Ambassador Award by CFPA.

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