Channel Account Manager

Shell; Kuching; On-site; MYR 150,000 - 200,000; Full time

Job summary

A leading global lubricants provider is seeking an Account Manager in Kuching, Malaysia. This role demands a self-driven individual to achieve sales targets and build strong customer relationships within B2B sectors. The ideal candidate will have entrepreneurial talents, resilience in operational environments, and the ability to manage negotiations effectively. Join a team dedicated to delivering the best lubricants and solutions to customers.

Benefits

Competitive salary

Flexible working hours

Paid parental leave

Qualifications

• Entrepreneurial talents with collaboration skills.
• Ability to manage relationships and negotiations.
• Resilience in high operational environments.
• Curiosity and willingness to learn.
• Leadership behaviors emphasizing accountability and teamwork.

Responsibilities

• Achieve sales targets and operational KPIs.
• Build and manage customer relationships.
• Understand sector requirements and value chains.
• Ensure compliance with company policies.
• Develop and implement Shell Distributor Value Proposition.

Skills

Sales & Negotiating

Key Account Management

Customer Value Proposition Application

Job description

What’s The Role

BUSINESS OVERVIEW

Shell Global Lubricants is the world’s #1 Lubricants supplier and has been so for the past 18 years. We bring the Shell purpose of Powering Progress to life by producing the world’s best lubricants, driven by impeccable quality, clean innovation and a customer‑first focus.

Shell Lubricants has a long history of presence in Malaysia and is recognized as an iconic brand in the market. In total the Malaysia Lubricants market is approximately 510 ML of which Shell has a strong market share and the opportunity to serve even more customers, with our comprehensive portfolio of products and solutions.

PURPOSE

We are seeking an Account Manager who is self‑driven, able to think out of the box, never shying away from challenging status‑quo and driving tough negotiation conversations both internally & externally. The Account Manager will focus on specific B2B sectors, build a deep understanding of the sectoral requirements and customer needs, and help them discover the full potential of Shell Lubricants products and solutions.

Accountabilities

What you’ll be doing

• Achieving Sales Targets, Marketing implementations, Operational KPIs utilizing Shell CVPs and Commercial Excellence framework.
• Drive consistent performance
  • Agree, monitor and achieve business performance targets: Financial performance indicators: Volume, C3, C5, Premium C3, Controllable Costs.
  • Sales Productivity performance indicators: Pipeline Strength (SPANCOP), Target Delivered, Hit Rate, Cycle Time, Customer Churn, and Revenue
  • LSC Operational KPIs, Credit KPIs.
• Utilise with strong discipline, Sales 1st tools and processes such as Field Coaching, Pipeline Management, Key Account Planning and Call Planning.
• Establish, develop and manage ‘win‑win’ customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes.
• Develop appropriate depth of understanding on specific focused sectors, including understanding of its value chain and industry players, sector outlook, risks and opportunities, and how products and solutions from Shell Lubricants plus wider Shell Group can be positioned to deliver value.
• Manage key stakeholders and work closely with Marketing, Pricing and Technical teams and collaborate with LSC and Customer Operations to ensure internal alignment, good working relationships and delivery of C3, Volume, Premium, OPEX, LSC operational KPIs and credit targets.
• Ensure that all distributor interactions are properly logged and updated in the appropriate tool (Business Plan, review meetings, action plans, etc.).
• Co‑develop and implement Shell Distributor Value Proposition (DVP) in order to increase mind share to Shell.
• Act as business consultant to efficiently manage relations with the Distributors and to audit/improve financial performance ratios.
• Ensure that each Distributor agrees to and achieves multi‑year business plan.
• Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Values, Trade Practices Act, Anti‑Competitor laws and other relevant Shell policies.

Key Experiences

What you bring

• Entrepreneurial talents combined with an ability to work collaboratively across functional teams internally and externally
• Demonstrated commerciality and ability to manage internal and external relationships and negotiations in order to deliver sustainable value
• Demonstrated resilience and ability to lead teams in a highly operational environment whilst also developing collaborative new ways of working across organisational boundaries to deliver increased E2E value
• Learner Mindset and Hyper‑Awareness: constant scanning of internal and external environments to identify opportunities and threats; curious to listen and learn from others
• Demonstration of Enterprise First Leadership, Accountability, Teamwork; and Honesty & Integrity and Respect for People
• Knowledge and experience in Lubricants would be ideal, but not essential

KEY COMPETENCIES

• Selling & Negotiating – Skill
• Key Account Management – Skill
• Applying Customer Value Proposition – Skill
• Commercial & Economic Acumen – Knowledge
• Value Chain Understanding – Knowledge
• Managing Customer Experience – Knowledge
• Pricing & Exposure Management – Knowledge
• Contract Management – Knowledge
• Customer Insights Into Strategy – Knowledge

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 values‑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 considered to be among the best in the world.
• Take advantage of paid parental leave, including for non‑birthing parents.
• Join an organisation working to become one of the world’s 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 programmes.

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‑faced 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.