Channel Account Manager - B2B

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 youll 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 56 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