What's The Role
Shell Global Lubricants is the world's No. 1 lubricants supplier, a position we have proudly held for 19 consecutive years. We bring Shell's purpose—Powering Progress—to life by delivering industry-leading lubricants built on uncompromising quality, cleaner innovation, and a strong customer-first mindset.
Shell Lubricants has a longstanding presence in Malaysia and is recognized as one of the market's most iconic and trusted brands. The total Malaysia lubricants market is approximately 510 million liters, where Shell maintains a strong market share and continues to see significant opportunities for growth through our broad portfolio of products and solutions.
We are now seeking an Indirect Channel Account Manager to drive commercial excellence and elevate the performance of our partner distributors in the B2C Indirect channel. This role requires a self-driven individual who thinks creatively, challenges the status quo, and confidently leads tough negotiations both internally and externally to deliver Shell's desired business outcomes.
What You'll Be Doing
- Manage key stakeholders by working closely with the Marketing, Pricing, and technical teams, while collaborating with LSC and Customer Operations to ensure strong internal alignment, effective relationship.
- Monitor and drive sales productivity using key performance indicators such as coverage, penetration, throughput, pipeline strength, target achievement, indirect channel efficiency, and revenue and gross margin per Sales Account Manager.
- Ensure the effective use of Sales 1st, Price Management, S&OP, and Customer Promise tools and processes to guarantee that Shell delivers an optimized level of service to distributors and internal support functions.
- Ensure that all distributor interactions—including business plans, review meetings, and action plans—are accurately logged and consistently updated in the appropriate systems.
- Serve as a business consultant to manage distributor relationships efficiently and to review, audit, and improve financial performance ratios.
- Deliver agreed marketing programs and materials to enhance value for both Shell and distributors through cross-sell, up-sell, and new-sell initiatives.
- Ensure each distributor aligns with and delivers against a multi-year business plan.
- Assess distributor capabilities, identify gaps, and develop targeted actions to close these gaps.
- Ensure distributors recruit, develop, motivate, and retain a capable sales force that drives sustainable performance and provides strong market support.
- Build and maintain strong, collaborative relationships and partnerships with distributor owners through ongoing engagement and team activities.
- Drive internal alignment across Sales, Marketing, and RTM teams by clarifying roles and accountabilities, securing needed support, and developing fit-for-purpose implementation programs.
- Together with Marketing, regularly review business performance, strategy, CVPs, price management, and the customer offer book, taking corrective action where needed to improve results.
- Ensure full personal compliance with the Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti-Competitor laws, and all other relevant Shell policies.
What You Bring
- Proven proficiency in indirect sales and distribution management, ideally within the oil & gas or FMCG industry.
- Ability to speak Mandarin is considered an advantage.
- Strong entrepreneurial mindset paired with the ability to collaborate effectively across internal and external cross-functional teams.
- Demonstrated commercial acumen, with the capability to manage key internal and external relationships and lead negotiations that deliver sustainable value.
- Proven resilience and leadership in highly operational environments, including the ability to inspire teams while developing collaborative, cross-organizational ways of working that enhance end-to-end value delivery.
- Learner Mindset and strong Hyper-Awareness, consistently scanning internal and external environments to identify risks and opportunities, while remaining curious and open to learning from others.
- Demonstrated commitment to Enterprise-First Leadership, Accountability, Teamwork, Honesty & Integrity, and Respect for People.
