Indirect Channel Account Manager – Reseller Network

About the role

We are seeking an experienced Indirect Channel Account Manager to lead and grow our network of resellers for Shell lubricants across automotive, agriculture, and industrial sectors. Reporting to the Sales Manager, you will act as a consultant to resellers, drive sales, and help achieve ambitious yearly targets.

Key responsibilities

• Analyse each reseller’s business drivers, strategy and performance and provide improvement recommendations.
• Research local market conditions, competition and opportunities to help resellers maximise sales and profit.
• Build long‑term relationships with all stakeholders and ensure high customer satisfaction.
• Develop and monitor Annual Business Plans with resellers, taking corrective actions when needed.
• Conduct regular field visits to resellers and their key customers, both prospective and existing.
• Track reseller credit performance and coordinate with the debt collection department for timely payments.
• Provide sales training, coaching and technical support in collaboration with the Technical Advisor.
• Support resellers in HR activities and ensure timely reporting of required data.
• Work on route‑to‑market optimisation and network efficiency.
• Use available tools to monitor sales performance against targets and update the CRM regularly.

Required profile

• Proven experience in indirect or channel sales, preferably in automotive, agriculture or industrial sectors.
• Strong analytical and consulting skills with the ability to develop strategic business plans.
• Excellent communication and relationship‑building abilities.
• Willingness to travel frequently for on‑site visits and meetings.
• Result‑oriented mindset with a proactive approach to problem solving.

Required skills

• Experience with CRM systems for sales tracking and reporting.