Indirect Lubricants Technical Coach

Shell; Malaysia; On-site; MYR 60,000 - 90,000; Full time

Job summary

Shell Kuala Lumpur seeks a seasoned professional to coach distributor technical advisors and enhance technical competencies across the distributor network. You will specify Shell products for various applications, and provide field coaching to enable self-sufficiency in recommendations.

You will train indirect Shell Sales staff, collaborate with IC Sales teams, and promote tools like LubeMatch and DVRs to support value-led selling. English proficiency required; Malay/Chinese advantageous.

Qualifications

• Degree in engineering or related technical field.
• 2–5 years in a technical lubricants environment.
• Proven track record in technical and commercial competence development in B2B.
• Experience in distributor management is beneficial (DICE training).
• Strong English; Chinese and Malay language skills are advantageous.
• Strong interpersonal and communication skills.

Responsibilities

• Build and develop the technical competencies of Distributor Technical Advisors (DTA).
• Provide training and coaching for DTA using global standard modules.
• Collaborate with IC Sales AM to maintain distributor relationships and generate opportunities.
• Promote use of Product Plus, LubeMatch and LubeAdvisor tools.
• Advise on equipment life, maintenance per oil analysis results.
• Deliver lubricants training to Shell Sales staff.
• Support IWS channel with product portfolio guidance and approvals.
• Ensure HSSE and regulatory compliance in distributor activities.
• Escalate complex issues to PAS network and coordinate follow-up with customers.

Skills

English proficiency

Chinese language

Malay language

Interpersonal skills

Distributor management

Technical coaching

Lubricants knowledge

Technical problem solving

Education

Engineering degree or technical background

Job description

Wilayah Persekutuan Kuala Lumpur, Malaysia

Job Family Group: Sales & Marketing

Worker Type: Regular

Posting Start Date: September 4, 2026

Business Unit: Downstream and Renewables

Experience Level: Experienced Professionals

Job Description

What's the role

This is primarily a coaching and competency development rather than a front line role. To build technical capability with go forward distributors (80%). To give the appropriate direct support for complex technical issues of distributor customers (20%).

What you'll be doing

• Main focus is to build up and develop the technical competencies of the DTA (Distributor Technical Advisors within the distributor organization) who will be able to correctly specify appropriate Shell products to be used for specific applications (vehicles, machinery and equipment), including the specification of equivalent Shell product to replace a competitor's product. In short time, the DTA will be able to give immediate recommendations for more than 75% of applications by him/herself.
• Jointly with IC Sales AM, provide appropriate training course and field coaching for the DTA using the global standard modules and guidelines included in the DVP program, in order to increase Value Led Selling, x/up-selling approach and mindset referring to our Shell products and to build up consistent technical skills and competences in the distributor staff through continuous coaching in the field and communication.
• Work closely with local IC sales AM who have the 'ownership' of the distributors, to provide appropriate technical coach to maintain and gain business in line with business strategy. Carry out joint visits with Technical and/or sales resources of the distributor to new and existing customers providing field technical coaching to generate sales opportunities, with both existing and new products.
• Build up with DTA confident knowledge and promote the use of Product Plus and on-line Service tools such as LubeMatch and LubeAdvisor to get self-capability to manage customers' technical queries and troubleshooting.
• Advise on the relevance to equipment service life & maintenance action requirements associated with pre-interpreted oil analysis results (LubeAnalyst service tool).
• Develop and deliver appropriate lubricants training to indirect Shell Sales staff to develop their product-application-services expertise.
• Intervene and provide direct support in case of complex technical issues or customer claims.
• Provide the appropriate technical support and Services to IWS (B2C business channel) in line with product portfolio and approvals.
• Provide HSSE, Occupational Health, safety and product disposal advice to distributors to handle customers and front-line sales in line with local legislation requirements. Actively keep them up to date with changes in legislation.
• Refer complex technical issues to the PAS network for resolution, working with them to ensure issue is completed satisfactorily, with local customer follow up by the technical staff as necessary.
• Feedback to PAS on: business cases, field evaluations, technical market information and trends, competitor activities, customer feedback. It is a key responsibility of the ILTC to work with the PAS network to develop the delivery of cross border second line support for lubricants.
• Exploiting the use of Sales First tools through integrated SPANCOP with Sales and delivering DVRs according to global needs and guidelines, in order to provide proven Technology Leadership and to enhance Technical Intimacy image or Value Led examples.
• Receive referrals of technical problems or complaints from the distributor as well as from CSO/THD and work to resolve them through the source or, if relevant, directly with the customer. Feedback to the source originator to ensure continual improvement in the fielding of enquiries and understanding of technical issues.
• Liaise with Operational Portfolio Managers for product portfolio issues as appropriate. Manage portfolio harmonisation process at distributor level.
• Acting and behaving according to Shell Global Business Principles, Code of Conduct, HSSE standards and rules.

What you bring

• Degree (e.g. BSc, BEng) - engineering or comparable technical background skills.
• Two to five years of experience in a technical (lubricants & applications) environment.
• Proven track record in technical and commercial competence development in B2B environment.
• Experience in distributor management beneficial (i.e., DICE training).
• Good command of English is essential.
• Chinese and Malay Language skills will be advantageous.
• Demonstrates interpersonal and communication (written and verbal) skills.

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