Channel Account Manager - Industrial/B2B

Overview

Deliver top-line growth by selling Shell CVPs to preferred segments through a network of selected, committed, structured and profitable Distributors, and manage Distributors as profit centers.

What you'll do

• Ensure Distributors recruit, develop, motivate and retain a sales force that delivers sustainable performance and provide appropriate support for grooming sales of the distributors.
• Ensure implementation and growth of CPT for the territory through usage of tool Pipeline Manager and constructive reviews of the tool with MILO, WILO, DILO.
• Ensure each Distributor is aligned in goal, capability, business focus and capital resources, and agree a multi-yearly Business Plan fully aligned with Shell Marketing strategy and targets.
• Agree, monitor and achieve targets, for both new and existing Distributors, and contribute to overall team performance across financial and sales productivity indicators.
• Implement Shell Distributor Value Proposition (DVP) to increase Mind Share to Shell from Distributors.
• Provide Sales Support by visiting Distributors key accounts and by engaging all functions in Shell that could help at delivering customer promise.
• 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 value to Shell and Distributor through cross-sell, up-sell and new-sell activities.
• Successfully migrate profitable accounts from Shell to Distributors control.
• Ensure linkages with marketing team by implementing Marketing Plan (CVP, Pricing, Brand & Communications campaigns) and by monitoring and reporting market trends and competition.
• Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve Distributors and Customers satisfaction.
• Link business plans to external alignment and shared vision.
• Review and identify distributor capability assessment current versus future and develop actions on gap closure.

What you'll need

• Bachelor's Degree in Business, Marketing, Sales, Engineering, or a related field.
• Minimum of 5 years of experience in Indirect Sales, preferably within a distributor-led or channel sales environment.
• Proven track record of driving top-line growth through indirect sales channels and distributor networks.
• Demonstrated ability to sell value propositions and achieve business objectives through selected, structured, and profitable distributor partnerships.
• Experience in managing distributors as profit centers, including business planning, performance management, and profitability improvement initiatives.
• Strong analytical and financial acumen with the ability to assess business performance, identify growth opportunities, and improve distributor profitability and return on investment (ROI).
• Proven ability to analyze sales data, conduct business reviews, and develop actionable strategies to improve commercial outcomes.
• Experience in guiding, coaching, and developing Distributor Sales Managers (DSMs) and distributor sales teams to achieve business objectives.
• Strong leadership skills with the ability to motivate teams, improve morale, and drive high-performance sales cultures through effective coaching in selling and negotiation techniques.
• Experience in sales pipeline management and sales performance tracking, including the use of CRM or pipeline management tools.
• Ability to train and coach distributor sales teams on technical product knowledge, consultative selling, and negotiation skills to improve conversion rates within target sectors.
• Demonstrated experience working with cross-functional teams, including marketing and technical functions, to develop and implement customer value propositions (CVPs) tailored to local market segments.
• Experience supporting and leading strategic customer conversions, including large OEMs, for both initial fill and aftermarket sales opportunities.
• Strong stakeholder management skills with the ability to build and maintain long-term distributor relationships through a partnership-driven and process-oriented approach.
• Commitment to upholding Health, Safety, Security, and Environment (HSSE) standards and conducting business in accordance with ethical and compliance principles.
• Excellent communication, relationship-building, negotiation, and business development skills.

Details

• Location: Ahmedabad-Westgate, India; willingness to relocate to or work in Vadodara or Surat is required.
• Start date: October 19, 2026.
• Mandatory online assessment via HireVue after application submission.