Key Account Manager Auto Components

Profile

Texas, United States of America

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

September 29, 2022

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

What’s the role -

This role will focus primarily on supporting key customers and building a pipeline of prospects in the Auto Component sector (including EV transition) - selling lubricants, coolants, greases, and services to customers in the USA & CA with a heavy focus on the customer and prospect base in key growth areas.

Additionally, this role will –

Develop and manage long-term customer relationships at all levels in the organization, including technical, engineering, procurement, field operations and senior management, with key Auto Component OEMs, as well as Tier 1, Tier 2 and 3P engineering suppliers.

Develop and deliver Shell’s CVP to key customers to drive top-line growth.

Coordinate and lead Shell's execution with internal and key external stakeholders to form strategic partnerships and build strong customer relationships.

Work collaboratively with Global Key Accounts, Global and local Marketing, Supply Chain and other internal functional groups to strategically grow the OEM Auto Components sector.

The KAM role will be heavily focused on hunting new business, while growing existing business (including cross-sell/up-sell) in the sector and this must be a proven strength.

The KAM is accountable for delivering the top line volume and margin targets for their assigned Key Accounts along with new growth annually.

Develop, update and implement the Account Plan covering Products, Services, Contracts, Prices, Credit Terms, Credit Limits and Debt for customers and prospects.

Work with Global Key Account Manager, Sales Team Leaders, Marketing team, Sales Operations, and Technical team/Product Application Specialists to execute account plan and strategy.

Lead Quarterly Business Reviews with top customers to demonstrate & extract value for Shell.

Actively prospect for new lubricants business, demonstrating sales leadership around the Sales 1st disciplines to include the use of Salesforce as the platform for managing a strong opportunity pipeline and ongoing sales calls and account management.

Sales Productivity performance indicators include Key Account Plans (updated annually), call reporting, pipeline management, target delivered, quality offers made, first face to face meetings, hit rate, and cycle time.

Plan, monitor and achieve individual sales targets and contribute to overall team performance.

Financial performance indicators include volume, margin, premium margin, and past dues, consistent with the Sales KPI bonus structure.

Provide regular demand updates to ensure accurate forecasts are in place for both existing and new business.

Work closely with Technical and Marketing teams to identify both Cross Sell and Up Sell opportunities.

Stay informed of Auto Component sector trends and news, sharing intel with marketing and commercial colleagues.

Steward Shell’s E-fluids growth in EV and craft a CVP for this burgeoning sector.

Engage and represent Shell with Auto OEM associations.

Represent Shell at Auto OEM trade shows and conferences.

Be responsible and proactive in HSSE issues affecting Shell staff and customers.

Accountable for driving own individual development to continuously improve competencies.

This role is on a remote working setup within any states in the US with easy access to travel to customer base, ability to travel 50% to 75% as needed.

What we need from you –

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

Bachelor's degree in a technical discipline preferred

At least 3 years sales experience dealing with Auto Component OEM, Tier 1, Tier 2 and 3P engineering customers, including experience in the EV evolution

Proven track record of delivery in the Auto Component sales environment at key account level

Current experience and strong relationships with Auto OEM, Tier 1, Tier 2 and 3P engineering companies

Commercial instinct and strong customer orientation.

Excellent interpersonal skills, including experience of and ability to build and manage high-level relationships within large global, complex accounts.

Solid working knowledge of technical applications, CVP’s and troubleshooting capabilities.

Ability to manage interfaces and relationships within a B2B environment both internally and externally

Experience negotiating complex contracts and supply agreements

Demonstrates account leadership and the ability to achieve results through others

Good working knowledge of the customer’s operation and financials.

Self-starter and problem solver

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 exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals.

As a global energy company operating in a challenging world, we set high standards of 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 process, 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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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 participates in E-Verify. All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information or other protected status under federal, state or local laws. Shell is an Equal Opportunity Employer - Minorities/Females/Veterans/Disability. As a US Federal Contractor, hiring selections are subject to periodic audit review and documentation of your selections should be maintained for a period of three calendar years. It is the policy of Shell in the U.S. (“Shell”) to provide equal opportunity to all individuals, employees and all qualified applicants for employment consistent with employment requirements and qualifications. Shell prohibits discrimination based on race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, veteran status, citizenship, genetic information, or other protected status under federal, state or local laws. All employees are expected to support this policy and contribute to an environment of equal opportunity. If you need an accommodation for a disability during the resourcing process, please speak with an HR representative.

Company info

Shell .
Website : https://www.shell.com