Job Description

Wilayah Persekutuan Kuala Lumpur, Malaysia

Job Family Group:

Sales & Marketing

Worker Type:

Regular

Posting Start Date:

March 27, 2026

Business Unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

What’s the role

Shell Global Lubricants is the world’s No. 1 lubricants supplier, a position we have proudly held for 19 consecutive years. We bring Shell’s purpose—Powering Progress—to life by delivering industry-leading lubricants built on uncompromising quality, cleaner innovation, and a strong customer-first mindset.

Shell Lubricants has a longstanding presence in Malaysia and is recognized as one of the market’s most iconic and trusted brands. The total Malaysia lubricants market is approximately 510 million liters, where Shell maintains a strong market share and continues to see significant opportunities for growth through our broad portfolio of products and solutions.

We are now seeking an Indirect Channel Account Manager to drive commercial excellence and elevate the performance of our partner distributors in the B2C Indirect channel. This role requires a self-driven individual who thinks creatively, challenges the status quo, and confidently leads tough negotiations both internally and externally to deliver Shell’s desired business outcomes.

What you’ll be doing

• Manage key stakeholders by working closely with the Marketing, Pricing, and technical teams, while collaborating with LSC and Customer Operations to ensure strong internal alignment, effective relationship.
• Monitor and drive sales productivity using key performance indicators such as coverage, penetration, throughput, pipeline strength, target achievement, indirect channel efficiency, and revenue and gross margin per Sales Account Manager.
• Ensure the effective use of Sales 1st, Price Management, S&OP, and Customer Promise tools and processes to guarantee that Shell delivers an optimized level of service to distributors and internal support functions.
• Ensure that all distributor interactions—including business plans, review meetings, and action plans—are accurately logged and consistently updated in the appropriate systems.
• Serve as a business consultant to manage distributor relationships efficiently and to review, audit, and improve financial performance ratios.
• Deliver agreed marketing programs and materials to enhance value for both Shell and distributors through cross-sell, up-sell, and new-sell initiatives.
• Ensure each distributor aligns with and delivers against a multi-year business plan.
• Assess distributor capabilities, identify gaps, and develop targeted actions to close these gaps.
• Ensure distributors recruit, develop, motivate, and retain a capable sales force that drives sustainable performance and provides strong market support.
• Build and maintain strong, collaborative relationships and partnerships with distributor owners through ongoing engagement and team activities.
• · Drive internal alignment across Sales, Marketing, and RTM teams by clarifying roles and accountabilities, securing needed support, and developing fit-for-purpose implementation programs.
• Together with Marketing, regularly review business performance, strategy, CVPs, price management, and the customer offer book, taking corrective action where needed to improve results.
• Ensure full personal compliance with the Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti-Competitor laws, and all other relevant Shell policies.

What you bring

• Proven proficiency in indirect sales and distribution management, ideally within the oil & gas or FMCG industry.
• Ability to speak Mandarin is considered an advantage.
• Strong entrepreneurial mindset paired with the ability to collaborate effectively across internal and external cross-functional teams.
• Demonstrated commercial acumen, with the capability to manage key internal and external relationships and lead negotiations that deliver sustainable value.
• Proven resilience and leadership in highly operational environments, including the ability to inspire teams while developing collaborative, cross-organizational ways of working that enhance end-to-end value delivery.
• Learner Mindset and strong Hyper-Awareness, consistently scanning internal and external environments to identify risks and opportunities, while remaining curious and open to learning from others.
• Demonstrated commitment to Enterprise-First Leadership, Accountability, Teamwork, Honesty & Integrity, and Respect for People.

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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 value-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 among the best in the world.
• Take advantage of paid parental leave, including for non-birthing parents.
• Join an organization 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 programs.

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 Malaysia

Shell has been a partner in fuelling Malaysia’s progress for over 130 years. Our journey with the nation is intertwined – in as much as Shell has played a role in growing the country’s energy sector, Malaysia has also played a significant role in the company’s progress.

Our business has diversified from a modest kerosene venture to a group of companies engaged in every aspect of the modern oil and gas business.

Today, Shell maintains a strong multi-faceted presence in the country through our longer-term investments, innovation-sharing, and impact to local communities.

We helped pioneer Malaysia’s oil and gas industry and fuelled its growth. We discovered Malaysia’s first oil onshore, then took the industry offshore, and most recently into the technically challenging depths of Deepwater.

Shell’s strong retail network fuels the journeys of millions of Malaysian motorists every day. In fact, Shell is even able to offer one of the most differentiated fuel and lubricant products, some of which were pioneered right here in the country.

We fuelled the ambitions of Malaysians: whether the generations of retail business partners; thousands of Shell scholars over the years; young entrepreneurs from our LiveWire programme; or Shell staff and alumni who are Malaysian luminaries today.

Shell continues to be one of the top employers in Malaysia with thousands employed in our upstream, midstream and downstream businesses, as well as in our service and support functions.

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.