PCMO Indirect Channel Account Manager

Beijing, China

Job Family Group:

Sales & Marketing

Worker Type:

Regular

Posting Start Date:

July 8, 2026

Business Unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

What’s the role

The PCMO Indirect Channel Account Manager is responsible for managing and growing Shell's indirect channel business across Ningxia and Shaanxi. The role focuses on developing distributor capabilities, expanding workshop coverage, acquiring new business opportunities, and delivering sustainable volume and profitability growth.

You will build strong relationships with distributors and channel partners while ensuring the successful execution of Shell's commercial, marketing, and digital initiatives in the market.

What you’ll be doing

Drive Business Growth

• Deliver and exceed sales targets, including volume, margin, and market penetration objectives.
• Develop and execute RTM for Ningxia and Shaanxi.
• Identify, prospect, and win new business opportunities through distributors and indirect channels.
• Accelerate customer acquisition and increase Shell lubricant adoption within target workshops and retail networks.

Manage Distributor Relationships

• Build strong partnerships with key distributors and channel customers.
• Support distributors in developing sales capabilities, customer coverage, and route-to-market effectiveness.
• Conduct regular business reviews and performance tracking with distributor partners.
• Ensure alignment on business objectives, commercial execution, and growth initiatives.

Develop Existing Customers

• Strengthen relationships with existing workshops, retail stores, and service providers.
• Increase customer value through cross-selling, range expansion, and premium product conversion.
• Understand customer business needs and recommend appropriate Shell products, solutions, and services.

Execute Market and Channel Strategies

• Implement Shell's channel development and route-to-market strategies.
• Drive promotional campaigns, visibility programs, and customer engagement initiatives.
• Support the deployment of digital tools and customer experience programs.
• Monitor market trends, competitor activities, and emerging growth opportunities.

Deliver Operational Excellence

• Maintain accurate account plans, sales forecasts, and activity records.
• Collaborate closely with ICE, Marketing, NRD, Supply Chain and Customer Operations teams.
• Ensure compliance with Shell business principles, policies, and HSE requirements.
• Take ownership of personal development and continuously improve commercial capabilities.

What you bring

• Bachelor's degree or higher in Business, Marketing, Finance, or Engineering.
• 5 years of experience in the lubricants or automotive aftermarket sectors.
• Solid experience in indirect channel sales and distributor management with a proven track record of profitable growth.
• Show demonstrated success in key account development, which is highly preferred.
• Exhibit strong customer focus, relationship-building skills, and the ability to negotiate and close business effectively.
• Display strong business acumen covering sales, marketing, operations, and financial fundamentals.
• Independently develop account plans and execute growth strategies.
• Possess excellent communication, influencing, and stakeholder management skills.
• Be self-motivated, resilient, results-oriented, and possess strong analytical capabilities.
• Thrive in a dynamic, fast-paced commercial environment.
• Willingness to travel frequently across Ningxia and Shaanxi is required.

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.

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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