ICAM Industrial Indirect Ranchi
External
Shell · Gurgaon - Two Horizon CenterPrepare for this interview
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About the role
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
Responsibilities
- 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 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 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
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Benefits
Additional Information
, India Job Family Group: Commercial and Retail Worker Type: Regular Posting Start Date: June 1, 2026 Business Unit: Downstream and Renewables Experience Level: Early Careers Job Description: Do you have a passion for Sales and Channel Management with a background in lubricants? Then, this role might be for you! Where you fit Shell Global Lubricants is the world's #1 lubricants supplier and has been so for the past 15 years. We bring the Shell purpose of Powering Progress to life by producing the world's best lubricants, driven by impeccable quality, clean innovation, and a customer-first focus. 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, implementing the Sector and Customer Strategy
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