Job Summary To deliver top line growth by selling Shell CVPs to preferred segments through a network of selected, committed, structured and profitable Distributors, in line with Shell HSSE policy and Shell General Business Principles.

To manage all Distributors as profit centers by adding value to their business with a partnership and process driven approach, by creating cross-functional business linkages with them, and by making them consider Shell as their preferred business partner.

What you'll be doing

- Ensure that Distributors recruit, develop, motivate and retain a sales force that delivers sustainable performance and provide appropriate support for grooming sales of the distributors.

- Ensure implementation and growth of CPT for the territory through usage of tool Pipeline Manager and constructive reviews of the tool with MILO, WILO, DILO.

- Ensure each Distributor is aligned in goal, capability, business focus and capital resources to maximize Shell business and agree a multi-yearly Business Plan that is fully aligned with Shell Marketing strategy and targets, and deliver activities that allow to deliver performance and to develop profitable and sustainable business for both Shell and Distributors.

- Agree, monitor and achieve targets, for both new and existing Distributors and contribute to the overall team performance:

- Financial performance indicators: Volume, Revenue, Margin, Credit DSO and Controllable Costs

- Sales Productivity performance indicators: CPT, Business Plan quality, SPANCOP pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Indirect Channel Efficiency, and Revenue and Margin per Distributor.

- Implement Shell Distributor Value Proposition (DVP) in order to increase Mind Share to Shell from Distributors such like:

- Provide Sales Support by visiting Distributors key accounts and by engaging all functions in Shell that could help at delivering customer promise. Act as business consultant,



to efficiently manage relations with the Distributors and to audit/improve financial performance ratios Deliver agreed marketing programs and materials to increase the value to Shell and Distributor through a range of cross-sell, up-sell and new-sell activities. Successfully migrate profitable accounts from Shell to Distributors control

- Ensure linkages with marketing team by implementing Marketing Plan (CVP, Pricing, Brand Communications campaigns) and by monitoring and reporting market trends and competition initiatives, strengths and weaknesses.

- Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve Distributors and Customers satisfaction.

- Link business plans to external alignment and shared vision. Review and identifying distributor capability assessment current versus future and developing actions on gap closure.

What we need from you

- Bachelors Degree in Business, Marketing, Sales, Engineering, or a related field.

- Minimum of 5 years of experience in Indirect Sales, preferably within a distributor-led or channel sales environment.

- Proven track record of driving top-line growth through indirect sales channels and distributor networks.

- Demonstrated ability to sell value propositions and achieve business objectives through selected, structured, and profitable distributor partnerships.

- Experience in managing distributors as profit centers, including business planning, performance management, and profitability improvement initiatives.

- Robust analytical and financial acumen with the ability to assess business performance, identify growth opportunities,



and improve distributor profitability and return on investment (ROI).

- Proven ability to analyze sales data, conduct business reviews, and develop actionable strategies to improve commercial outcomes.

- Experience in guiding, coaching, and developing Distributor Sales Managers (DSMs) and distributor sales teams to achieve business objectives.

- Strong leadership skills with the ability to motivate teams, improve morale, and drive high-performance sales cultures through effective coaching in selling and negotiation techniques.

- Experience in sales pipeline management and sales performance tracking, including the use of CRM or pipeline management tools to drive execution excellence.

- Ability to train and coach distributor sales teams on technical product knowledge, consultative selling, and negotiation skills to improve conversion rates within target sectors.

- Demonstrated experience in working with cross-functional teams, including marketing and technical functions, to develop and implement customer value propositions (CVPs) tailored to local market segments.

- Experience supporting and leading strategic customer conversions, including large OEMs, for both initial fill and aftermarket sales opportunities.

- Solid stakeholder management skills with the ability to build and maintain long-term distributor relationships through a partnership-driven and process-oriented approach.

- Commitment to upholding Health, Safety, Security, and Environment (HSSE) standards and conducting business in accordance with ethical and compliance principles.

- Excellent communication, relationship-building, negotiation, and business development skills.

- Willingness to relocate to or work in Vadodara or Surat is required.

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

📌 Indirect Channel Account Manager (Ahmedabad)
🏢 Shell
📍 Ahmedabad