Channel Account Manager - Business to Business (B2B) Sales

ICAM Industrial Indirect Ranchi

, India

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

May 12, 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 

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 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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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.

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.