Commercial & Indirect Channel Manager - ANZ

A senior commercial leadership role driving profitable growth through strategic pricing and channel partnerships across Australia and New Zealand.

Shell Global Lubricants is seeking a senior sales and commercial leader to drive sustainable B2B growth, profitability, and market leadership across Australia and New Zealand. This role is accountable for setting and executing the indirect channel and pricing strategy for the region, leading the performance of Shell's Macro Distributor network, and shaping commercial direction across key industrial sectors. Working closely with senior internal and external stakeholders, the position identifies and unlocks growth opportunities across mining, construction, transport, and broader industrial markets while delivering sustainable revenue, margin, and market share growth.

Own the ANZ B2B growth agenda, balancing revenue, margin, customer value and long-term market development.

Define and govern pricing strategies and commercial frameworks that strengthen competitiveness, optimize profitability, and support sustainable business growth.

Build high-impact distributor partnerships that convert strategy into measurable commercial results.

Lead cross-functional collaboration across sales, marketing, technical, supply chain and customer operations.

Represent Shell’s standards for safety, ethics, compliance and responsible business leadership.

What you’ll lead

Develop and execute the ANZ B2B sales strategy with distributor partners, translating market potential into a strong pipeline of new and existing customer opportunities.

Shape compelling customer value propositions for high-value industrial sectors, including mining, construction, transport and adjacent markets.

Improve commercial performance through disciplined portfolio management, operational excellence, pricing, tender strategy and customer experience.

Influence senior internal and external stakeholders, including distributor leadership, key customers and regional teams, to align priorities and deliver outcomes.

Champion Shell’s expectations for safety, ethics, compliance and governance across all commercial activity.

What you’ll bring

Senior B2B sales, business development, channel or commercial leadership experience, ideally in industrial, energy, lubricants, resources, transport, manufacturing or related markets.

A strong track record of growing revenue and margin through partnerships, key accounts, tenders or complex routes to market.

Commercial confidence, including business planning,



negotiation, financial acumen and executive-level communication.

Ability to lead through influence, align cross-functional teams and operate effectively in a regional or matrix workplace.

Strategic thinking, customer insight and the resilience to turn ambiguity into practical action.

This is an opportunity to lead a high-profile ANZ growth agenda with a global brand, build strategic partnerships and shape outcomes across some of the region’s most important industrial sectors. You’ll work with experienced colleagues, access development opportunities and contribute to a values-led culture that supports flexibility, inclusion and long-term career growth. The role can be based in Brisbane, Melbourne or Sydney, subject to business requirements and flexible working arrangements.

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’llhave the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another.You’llbe 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 uniqueexpertise.

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 performance-related salary increase – our pay and benefits packagesare considered to beamong the best in the world.

Take advantage of paid parental leave,including fornon-birthingparents.

Join anorganizationworking 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 internationalteams.

Gain access to a wide range of training and developmentprogrammes.

Note: We are keen to support flexible working arrangements, subject to local regulations and legislative frameworks. If this is of interest to you, please describe in your application the type of flexible working arrangements for which you would like to be considered (e.g., part-time, job share).

We'dlike 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 howwe'reworking towards that goal,click here.

Shell in Australia

Shell hasoperatedin Australia since 1901. From operating Australia’s first oil refinery, which was central to meeting Australia’s fuel needs, tofuellingthe firstQantascommercial flight in the 1920s, to playing a foundation role in building some of Australia’s largest and most creative natural resource developments.

Throughout this 125-yearrelationshipthe needs of our customers and the nation havechangedand we have continued transforming our portfolio to meet these needs.Today, we are a leading natural gas producer and are playing our part in thetransition to a low-carbon futureby investing in the power sector, renewable energysourcesand carbon abatement activities.

Shell has a significant Liquefied Natural Gas (LNG) business in Australia that makes a valuable contribution to today’s energy supply. This integrated gas portfolio includes our two Shell-operated gas production and liquefaction businesses,Shell QGCin Queensland andPrelude Floating LNGoffshore in Western Australia, and our joint venture interests inGorgon andNorth West Shelf in Western Australia andArrow Energy in Queensland.

Today, Shell’s portfolio in Australia also includes zero- and low-carbon energy businesses such as commercial and industrial retailer,Shell Energy carbon farming specialist,Select Carbon the 120MWGangarrisolar development; residential energy retailer,PowershopAustralia a 49% stake inWestWindAustralia a 50% share ofKondininEnergy and several grid-scale Battery Energy Storage Solutions projects. High quality Shell branded fuels and lubricants are available right across Australia, through an exclusive brand license arrangement withViva Energy.

Be careful - Don’t provide your bank or credit card details when applying for jobs. Don't transfer any money or complete suspicious online surveys. If you see something suspicious, report this job ad .

#J-18808-Ljbffr

📌 Commercial & Indirect Channel Manager - ANZ (Melbourne)
🏢 Shell
📍 Melbourne