RTM / Distributor Excellence Manager

Shell; United Arab Emirates; Hybrid; AED 120,000 - 200,000; Full time

Job summary

Shell is seeking a Route to Market and Indirect Channel Excellence Manager for the MECAS region. This role involves leading strategic initiatives across 18 countries, managing distributor relationships, and driving operational excellence. Candidates should have a strong background in sales and marketing, with proven leadership skills to navigate the evolving lubricants landscape.

Benefits

Flexible working hours

Remote working options

Paid parental leave

Training and development programs

Qualifications

• Proven experience in sales, marketing, or distributor management.
• Experience with third-party sales channels.
• Strategic mindset and strong interpersonal skills.

Responsibilities

• Own the Indirect Channel Strategy and excellence for MECAS.
• Drive core commercial excellence initiatives.
• Lead operational excellence among distributors.

Skills

Sales

Marketing

Distributor Management

Negotiation

Project Management

Collaboration

Job description

The external Lubricants landscape is evolving rapidly both globally and in the Middle East and Central Asia States (MECAS). Customer buying behaviors are changing swiftly, accelerated by the global pandemic. Coupled with the energy transition, these mega trends will significantly impact our routes to market and how we develop network strategies for sustained growth.

What’s the role?

The Route to Market (RTM) and Indirect Channel Excellence (ICE) Manager will play a pivotal role in shaping the future of the indirect channel. This is an exciting opportunity for candidates to leverage their commercial and strategic skills in a regional leadership role for MECAS, serving on the MECAS Leadership Team.

What you’ll be doing

MECAS covers 18 countries, with only 2 being direct markets; the rest are Macro Distributor markets. The region includes over 20 distributors with diverse responsibilities and lines of business.

1. Own the Indirect Channel Strategy and excellence, RTM Roadmap for MECAS, covering both B2B and B2C, with support from the Cluster RTM Manager.
2. Drive core commercial excellence initiatives across MECAS.
3. Lead operational excellence among distributors, ensuring adherence to Shell Group Business Principles (SGBP) and Health, Safety, Security, and Environment (HSSE) protocols.
4. Collaborate closely with the Cluster RTM Manager, General Manager, Business Managers, Marketing Manager, and distributor owners to review network performance, coverage, and gaps, leading turnaround projects for underperforming distributors.
5. Assess distributor network sustainability and risks, develop contingency plans, and act accordingly.
6. Work with the DVP Specialist to develop partner value propositions.
7. Mentor and coach sales teams to establish strategic focus areas, action plans, dashboards, and measurement systems.

What you bring

• Proven experience in sales, marketing, distributor management, or distribution excellence within a commercial environment.
• Experience working with distributors or third-party sales channels.
• Understanding of the lubricants market is advantageous.
• Strong interpersonal, negotiation, and collaboration skills to build relationships with diverse stakeholders.
• Strategic mindset capable of evaluating, developing, and communicating approaches clearly.
• Experience driving change, challenging the status quo, and adapting strategies based on external trends.
• Leadership skills to motivate teams and manage projects successfully.
• Project management skills with the ability to translate long-term goals into actionable plans.

What we offer

At Shell, you’ll work with talented, committed people on one of the most important challenges facing our planet. We support your growth in an environment that values honesty, integrity, and respect. You’ll have opportunities to develop skills, work on cutting-edge trends, and collaborate globally.

• Contribute to the energy transition.
• Develop transferable skills for career progression.
• Engage with innovative technology and practices.
• Work with experienced colleagues across diverse expertise.
• Enjoy a balanced, values-led culture that encourages personal growth.
• Benefit from flexible working hours and remote working options.
• Receive a competitive salary with performance-based increases.
• Access paid parental leave, including for non-birthing parents.
• Join a diverse and inclusive organization, encouraging applications from all backgrounds.
• Explore diverse career opportunities within international teams.
• Participate in extensive training and development programs.

Shell aims to be one of the most diverse and inclusive companies. Learn more about our efforts here. Even if this role isn’t a perfect fit now, consider joining our Talent Community to stay connected for future opportunities.