Regional Fleet BD Manager

Shanghai, China

Job Family Group:

Strategy BD & Commercial

Worker Type:

Regular

Posting Start Date:

October 16, 2025

Business unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

What is the role?

As a leading lubricant company, we develop high-performance products and deliver total solutions to enhance efficiency and reduce the total cost of ownership for our fleet customers. To deepen our engagement and drive growth within this vital sector, we are expanding our specialized sales force. We are seeking for Fleet Business Development Manager to own and develop our relationships with key fleet operators. This role is central to our strategy of becoming a trusted, solutions-oriented partner rather than just a supplier.

What you'll be doing

• Accountable for the fleet sector business performance and financial KPIs in target cities, overseeing the entire "sell-in to sell-out" process with end-to-end monitoring and management.

• Develop and execute fleet business plans for target cities by leveraging both KAD (Key Account Distributors) model and local distributors to maximize business opportunities and network reach.

• Accountable for owning the top 10 high-potential SPANCOP (Suspect / Prospect / Approach / Negotiate / Close / Order / Payment) opportunities in the region and developing KAP (Key Account Plan) for most crucial fleet customers to ensure result delivery.

• Responsible for enhancing the capability of regional distributors to apply fleet skills and CVP (Customer Value Proposition) through comprehensive training and coaching programs.

• Collaborate with regional sales team to maximize fleet sector opportunities in non-target cities.

• Provide dotted-line reporting to Regional Sales Lead to develop regional fleet strategies, focusing on key cities, people competency and disciplined execution.

• Support Fleet Sales Lead in coordinating fleet central projects and exploring emerging business opportunities beyond the fleet sector.

What you bring

• At least 5 years of experience with strong expertise and knowledge in the commercial fleet business, with a clear understanding of E2E value.

• Strong experience in B2B direct sales and indirect channel management is highly preferred if you don't have direct fleet industry experience.

• A self-starter with solid communication, selling, and negotiation skills, an external focus and ability to identify and develop business opportunities.

• Demonstrated ability to drive sales growth, proficiency in coaching and training, and the capability to manage channel conflicts.

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 performancerelated 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 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.

We are committed to attracting a broader and more diverse pool of candidates. If this position doesn't feel like the perfect fit for your qualifications right now, we'd still love to hear from you. Consider creating a profile in our Talent Community so we can keep you in mind for future opportunities that may align with your skills.

Shell in China

Shell's story in China dates back to more than one century ago. All of Shell's core businesses are now represented in China and our head office in China is in Beijing.

As a leading global group of energy and petrochemical companies that is high up on the Fortune 500 list, Shell helps meet the world's demand for energy in economically, environmentally and socially responsible ways. We embrace the ambition to be the most competitive and innovative energy company in the world.

Today, all of Shell's core businesses – Upstream, Integrated Gas and New Energies, Downstream and Projects & Technology – are active in China. With win-win partnerships with all of the major national oil companies in China, including China National Petroleum Corporation (CNPC), China Petroleum & Chemical Corporation (Sinopec), China National Offshore Oil Corporation (CNOOC) and Shaanxi Yanchang Group Company (YCG), we aim to achieve End-to-End Integration of the whole value chain from Upstream molecules to Downstream markets and extract maximum value for business partners in and outside China.

To realise these goals, we are focusing on four strategic business priorities:

• International cooperation with Chinese partners overseas to bring energy back to China;

• Developing unconventional gas resources in China and providing natural gas, liquefied natural gas (LNG) and quality oil products to help meet the country's energy needs with cleaner fuels;

• Research and development (R&D) and technology cooperation;

• Taking Chinese enterprises overseas: leveraging China capability and growing business together.

We are proud that today:

• Since BG acquisition in 2016, Shell further enhances its leading position in LNG supply to China.

• Shell's Changbei project is "a flagship Sino-foreign cooperative project in Upstream development", supplying cleaner natural gas to Beijing, Tianjin, Shandong and Hebei Provinces. Changbei Project produced 3 billion cubic meters of natural gas in 2008, contributing a green 2008 Beijing Olympics. The production reached 3.3 billion in 2009 and continued for 12 consecutive years. This annual production of Changbei amounts 17% of the natural gas supply of Beijing in 2019.

• the world-class CSPC (CNOOC and Shell Petrochemicals Company Limited ) is one of the largest sino-foreign petrochemical joint ventures in China.

• Shell Energy China (SEC) is one of the first wholly owned foreign entities to participate in the China's carbon emissions market, and is one of the first foreign entities that have registered to trade in the China's power market.

• Shell Lubricants has been the global market leader for 15 consecutive years

• Shell has the leading network of retail sites among IOCs in China;

• Shell has a deep and growing partnership with Chinese national oil companies outside of China;

• Shell China had honorned Poverty Alleviation Ambassador Award by CFPA.

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DISCLAIMER:

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Shell/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.

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