B2B Direct Lubricants is well positioned to be the primary growth engine for Direct Lubricants with a 2026 Vision to be a primary driver in growing our Commercial Road Transport business to 30% Rotella market share and doubling our already market leading Industry business remit. We are expected to grow our market share from the current 6% to 11% by 2025. As customer’s expectations change, our Direct B2B business is expected to raise the level of account management to cope with the ever-changing market conditions: volatility in raw material availability and costs, focus on efficiency & costs, and the rapid pace to a Net Zero Carbon operations.

Our Key Accounts strategy includes a strong mix of commercial offer and technical support. Coordination of all resources is key to success: technical support team resources, Lube Service Experts, ongoing marketing support and strategy including products and services portfolio and offering and leadership support. The Field Based Account Managers (Sales Account Manager) will help deploy these strategies at the Ship To level including assistance with managing key strategic relationships as identified by the Key Accounts team.

Purpose:

To maintain and develop existing B2B customer relationships in order to deliver incremental sales in territory. The Field Based Account Manager will specialize in their Sector and become a master of selling in that Sector across the Ship To remit.

Identify, qualify, negotiate and win new business, delivering volumes and margins within the Key Accounts that you will be charged with deploying. This includes programs that are “right to hunt” opportunities and accounts with execution opportunities.

Strengthen SOPUS brands and increase market share in respective territory.
Provide best in class support to Key Accounts in your Sector, including LubeAdvantage Customer support. Work closely with Distributor teams on service of existing and onboarding of new customers.

What’s the role –

• Fill pipeline with qualifying accounts, identify these accounts through cold calling, networking and business journals.

• Exceed team and individual KPIs as set by the leadership team. Be proactive in building an action plan and prioritizing time and activities to deliver against financial targets within the Key Account and Sector/Sub Sector strategies.

• Ability to demonstrate high-level understanding of lubes business in identified Sector.

• Plan customer calls and visits to provide the appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationships and acquiring new business relationships for right to hunt Key Accounts.

• Increase the value for existing Shell customers through cross, range and up selling.

• 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).

• Develop, update, maintain, and communicate the Account Plan, utilizing Salesforce.
  Effectively use the SPANCOP process in sales activities.

• Manage Ship To execution within your territory and Adhere to Shell MOA guidelines and General Business Principles.

• Coordinate with customers, distributors, and other Shell staff to keep offers and orders within delivery promise guidelines and to minimize logistical costs.

• Collaborate effectively with Shell colleagues across Key Accounts, Indirect, Marketing, Sales Support, Credit, Finance, Customer Service, etc. to deliver on goals.

• Be responsible and proactive in Safety issues that affect the individual, the office/field environment and their customers.

• Be accountable for own development plan to continuously improve competencies.

Dimensions:
Below will vary depending on customer base and opportunity in territory.
Average Volume: ~2mln gal
Average C3: ~ $5mln
Sales KPI Program
Frequent overnight travel will be required – up to 75% travel

What we need from you -

• A legal authorization to work in the US on a full-time basis for anyone other than current employer

• Degree in Business Administration or equivalent with at least five (5) years’ experience in experience of field sales and selling brand value.

Specific skills and experiences must include:

• Previous territory sales experience with P+L accountability responsibility across given territory.

• Demonstrated ability to grow sales as measured by period-over-period increases in one or more of the following key performance indicators:

  • Sales volume

  • Market share

  • Indirect channel efficiency

  • Overall profitability

  • Per unit profit

• Previous experience successfully overseeing credit performance.

• Previous experience setting pricing strategies to maximize profitability.

• Previous experience developing and negotiating multi-year sales agreements.

• Previous experience negotiating independent dealer contract renewals.

• Previous experience managing brand messages, outlining and selling in marketing and sales strategies and monitoring performance against those initiatives.

• Previous experience working with large complex MOGs and dealing with high-level buyers and complex negotiations.

• Knowledge of SAP/ERP/CRM/SPANCOP based tools and other internal systems.

• Demonstration of Enterprise First behaviors.

NOTE: The successful candidate requires frequent travel around US (Travel IE 50 -75%), as business needs.

Company description

Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the world’s growing need for more and cleaner energy solutions in ways that are economically, environmentally and socially responsible. We have expertise in among other exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of oil products, chemicals, electric power, renewables and energy solutions.

As a global energy company operating in a challenging world, we set high standards f performance and ethical behaviors. We are judged by how we act and how we live up to our core values of honesty, integrity and respect for people. Our Business Principles are based on these. They promote trust, openness, teamwork and professionalism, as well as pride in what we do and how we conduct business.

Building on our core values, we aspire to sustain a diverse and inclusive culture where everyone feels respected and valued, from our employees to our customers and partners. A diverse workforce and an inclusive work environment are vital to our success, leading to greater innovation and better energy solutions.

An innovative place to work

There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you’ll add your talent and imagination to a business with the power to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently.

An inclusive place to work

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we’re nurturing an inclusive environment – one where you can express your ideas, extend your skills and reach your potential…

We’re creating a space where people with disabilities can excel through transparent recruitment processes, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we’ll take it from there.

We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.

We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.

We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.

A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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