Indirect Channel Excellence Manager At Shell

Purpose: The Indirect Channel Excellence Manager is responsible for developing and executing the strategy for indirect sales channels in Egypt (the distribution channel)

As customer buying behaviour continues to evolve and the energy sector transforms, this role plays a critical position in strengthening distributor networks, improving route‑to‑market effectiveness, and driving sustainable business growth through third‑party distributors.

Accountabilities: Channel & Distributor Strategy

• Lead the development and execution of indirect channel strategies across industrial and consumer segments (B2B & B2C segments/channels)
• Continuously assess and improve distributor coverage, capability, and effectiveness
• Identify performance gaps and lead improvement and transformation initiatives

Commercial & Operational Excellence

• Drive commercial excellence programs to improve sales execution and customer reach
• Works closely with the Sales & Marketing teams to develop suitable partner’s value propositions.
• Ensure distributors comply with highest standards of Shell Group Business Principles (SGBP) and Health, Safety, Security & Environment (HSSE) Protocols
• Act as the Trade Compliance (TC) focal point for the indirect channel to ensure full adherence to the TC guidelines and requirements across the indirect team and distributors.

Distributor Governance & Development

• Support selection, onboarding, development, and performance management of distributors
• Lead the contract reviews and business planning cycles with distributor leadership
• Identify potential business continuity risks and support mitigation planning

Capability Building & Enablement

• Coach internal and external sales teams to ensure clear priorities, disciplined execution, and performance tracking
• Oversee distributor performance reporting and insights
• Develop and coordinate training programs/calendar to develop distributor capabilities.

Skills & Requirements

• 10+ years of proven experience in a commercial environment in sales or marketing roles, ideally involving Distributors management, Channel/commercial Excellence and/or Route to Market, preferably in Lubricants, FMCG or similar industries.
• Strong stakeholder management, influencing, and negotiation skills
• Strategic mindset with the ability to develop and translate strategy into practical execution plans
• Track record of driving change and improving commercial performance

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