Job Description

, India
Job Family Group: Sales & Marketing
Worker Type: Regular
Posting Start Date: November 9, 2025
Business unit: Downstream and Renewables
Experience Level: Experienced Professionals
:
What's the role
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, implement the Sector and Customer Strategy
What you'll 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 you bring
Engineering Graduate or MBA with 5-6 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 on 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
After you submit your application, you will receive an email providing a link to an online assessment that is a mandatory part of the process. The email will come from HireVue - please check your spam/junk mailbox if you do not see the email. Once completed, your application will be reviewed to determine next steps. Thank you for your interest in Shell.
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, .
Who We Are
Shell is a global group of energy and petrochemical companies, employing 103,000 people and with operations in more than 70 countries. We use advanced technologies and take an innovative approach as we seek to help the world build a sustainable energy future.
Shell is a customer-focused organisation, serving more than 1 million commercial and industrial customers, and around 33 million customers daily at more than 47,000 Shell-branded retail service stations.
Our approach
Powering Progress sets our strategy to become a net-zero emissions energy business by 2050, generating value for our shareholders, our customers and wider society. As we move forward on this journey, we will power lives and respect nature while maintaining our core values of honesty, integrity, and respect for people.
Our values
At Shell, we share a set of core values - honesty, integrity and respect for people - which underpin all the work we do. The Shell General Business Principles, Code of Conduct and Ethics and Compliance Manual help everyone at Shell act in line with these values and comply with relevant laws and regulations.
-
DISCLAIMER: Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Shell/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.

Skills Required