Indirect Channel Account Manager B2B

, Indonesia

**Job Family Group**:
Commercial and Retail

**Worker Type**:
Regular

**Posting Start Date**:
November 27, 2025

**Business unit**:
Downstream and Renewables

**Experience Level**:
Experienced Professionals

**Where you fit in**

If you are a person with passion in sales or commercial partnership, then this role could be your chance to fulfill your ambition. You will be a part of Lubricants Commercial team with the dream to work alongside the business partner to grow them into a world class partners for Shell Lubricant Indonesia.

Indonesia is a huge country with thousands of islands inhabited by up to 260 million people, for which Shell has the aspiration to provide with cleaner energy in their lives. Realizing this aspiration would mean Shell needs to develop a massive distribution network to ensure its products reach the consumer. You will be part of Lubricants Commercial team whose ambition is to continuously maintain and develop the network of distribution and ensure that Shell is growing alongside its distributors.

**What’s the role?**

Within the job family of B2B/B2C Lubricants, a range of Commercial positions can be found such as those in Sales and Marketing which aims to attract and retain customers, build long-term customer loyalty and create demand for Shell’s Lubricants; Business Development which looks to identify new opportunities as well as to leverage more from existing accounts; and Strategy which aims to provide expert problem-solving and project management support for the highest priority strategic issues.

As an Indirect Channel Account Manager your primary role will be exploring new mediums, techniques, and strategies to reach our consumers, through a sustainable network set up as well as ensuring the profitable growth of our distributor partners. More specifically, your role will include:

- Agree, monitor and achieve own and sales team targets for both new and existing Distributors and be accountable for the overall team performance
- Financial performance indicators: Volume, Revenue, Gross Margin, Credit DSO and Controllable Costs.
- Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Indirect Channel Efficiency, Revenue and Gross Margin per Sales Account Manager.
- Ensure that Marketing plan and RTM strategy are converted into goals, objectives and planned activities among the team.
- Monitor and challenge performance delivery using GPA and MYR process and manage individuals' performance on a regular basis.
- Ensure effective use of Sales 1st, Shell Lubes Distributor program (SLDP), Price Management, S&OP and Customer Promise processes and tools to ensure Shell is providing the optimized level of service to both distributors and support functions.
- Ensure that all distributor interactions are properly logged and updated in the appropriate tool (Business Plan, review meetings, action plans, etc.).
- Act as business consultant to efficiently manage relations with the Distributors and to audit/improve financial performance ratios.
- Deliver agreed marketing programs and materials to increase the value to Shell and Distributor through a range of cross-sell, up-sell and new-sell activities Ensure that each Distributor agrees to and achieves a stretch multi-year business plan, with a special focus on financial capacity and performance.
- Link business plans to external alignment and share division.
- Review and identify distributor capabilities and develop actions on gap closure Check Financial ratios and performance of Distributors for network sustainability and loyalty and risk control efficiency.
- Ensure team practices LAT behaviors, HSSE policies, and Shell Business Principles.
- Lead by example. Ensure the team operates within the Manual of Authority and the Standard Offer Book.
- Ensure that sales teams meet the required profile by ongoing field assessment, training, coaching, best practices sharing and Panel activities.
- Ensure that Distributors recruit, develop, motivate and retain a sales force that delivers sustainable performance and provides appropriate support.
- Develop and maintain a high level of relationship and partnership with all Distributors owners by on-going team working activities.
- Co-develop with Marketing a Distributor Value Proposition that provides Shell a competitive advantage.
- Together with the Indirect Sales Team Leaders, determine the most appropriate route to market, how to manage the small Shell indirect accounts, and manage sales, channel and XC/LoB conflicts.
- Ensure Internal alignment between Sales, Marketing and RTM team, understanding of roles and accountabilities, getting adequate supports from the team, and developing fit-for-purpose implementation programs.
- Develop and maintain good working relationships and processes with all Support Functions to assist sales in resolving complex issues and improve distributor satisfaction, entrepreneurship, and loyalty.
- Jointly with Marketing assess busines