Key Account Manager

Shanghai, China

Job Family Group:

Sales & Marketing

Worker Type:

Regular

Posting Start Date:

November 5, 2026

Business Unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

Where you fit in

This role resides within Shell’s lubricant business, focusing on servicing top leading International Original Equipment Manufacturer (OEM) customers. Shell lubricant has long been top-tier brand for most OEMs, backed by profound industry knowledge, extensive experience and professional expertise. We offer a robust performance-driven position, supporting employees’ capability enhancement and career development within the Shell Group.

What is the role?

• Build up strategic partnership with top International OEMs and related business partners to obtain more business value. 
• Develop new opportunities with prospective customers independently. 
• Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers. 
• Plan, monitor and achieve individual and team sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.) 
• Ensure strong, proactive pricing discipline and actions, aligned with Global Key Account Team and Local Core Team to develop and implement the Key Account Plan accordingly. 
• Ensure Sales Expectations are fully met via Customer Excellent behaviours. Actively implement Sales Basics up to standard. 

What we need from you?

• Substantial experience and thorough understanding of the full deal/tender life cycle from origination, prospection, negotiation to successful execution and value delivery in Key Account Management is essential. 
• Professional B2B experience in Strategic Sales Management and marketing with a good E2E understanding of various businesses will therefore be an advantage. 
• Proven track record of winning profitable business in difficult circumstances. 
• Strong demonstration of behavioural imperatives: Enterprise mindset, Resilient, External/Customer orientation, Commercial Mindset and Delivery. 
• Excellent interpersonal skills: including ability and experience to manage high level relationships within large complex key accounts and internal stakeholders. 
• Fluent in both written and spoken English. 

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