CAA Indirect Channel Account Manager in Shanghai - The Hub

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Shanghai, China

Job Family Group:

Sales & Marketing

Worker Type:

Regular

Posting Start Date:

December 9, 2025

Business Unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

What is the role?

You will be a pivotal member of Eastern Region sales team, acting as the key link between Shell company and a dedicated network of 9 distributors across Shanghai, Jiangsu, Zhejiang, Anhui and Henan provinces.

To maintain and develop relationship with distributors and sell through them to grow lubricants business by increasing volume and margin in line with business plan, in construction and agriculture aftermarket (CAA 工程机械) sectors. Take charge in executing regional growth strategy and set up a robust distributor network as a solid platform for business growth, empowering distributors to win in the competitive CAA market. Fit into a collaborative, results-driven team culture to directly shape the tactical approach and drive collective success

What you'll be doing

• Exceed team and individual KPIs as set by the CAA Sales Manager. Plan, monitor and achieve individual sales targets

• Develop and implement strategic business plans to expand market share for CAA across the Eastern region (Shanghai, Jiangsu, Zhejiang, Anhui and Henan provinces) CAA distributors, ensure that all distributors are aligned to Shell channel strategy and deliver a mutually agreed sales business plan. Leverage Shell Distributor Value Proposition (DVP) to increase distributors’ profitability and mind share to Shell.

• Develop and manage a distributors network to deliver Shell Customer Value Proposition (CVP) to end customers in an efficient, cost-effective, consistent and sustainable way.  

• Increase the value for existing Shell customers through cross range and up selling. Develop new opportunities with prospective customers through distributor network.

• Plan distributor/customer calls and visits to provide the appropriate level of service to distributors and customers with a focus on retaining/expanding business relationships.

• Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.

What you bring

Experiences:

• Significant Sales experience, with proven track record in developing profitable business

• Strong customer focus, preferable with distributor/ channel management experience, and previous experiences related to construction and agriculture aftermarket (CAA) fields

• Marketing, finance, operations and/ or business knowledge is very much .

• Strong interpersonal skills and able to build constructive relationship with customers and distributors

Other Requirements:

• A bachelor's degree (or above) in Engineering or a related field is

• 5 to 10 years of relevant experience in channel management, key account management, or sales within construction and agriculture aftermarket (CAA) industry

• Excellent communication, negotiation, and relationship-building skills, be positive and energetic, full of resilience

• Willingness to travel extensively in the Eastern region

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 performancerelated 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, , and life experiences to apply.

• Grow as you progress through diverse career opportunities in 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 oil companies in China, including China Petroleum Corporation (CNPC), China Petroleum & Chemical Corporation (Sinopec), China 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 oil companies outside of China;

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

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