Field Based Account Manager

Profile

Louisiana, United States of America

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

November 10, 2021

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

Where you fit In?

Global Lubricants Americas is leading a transformational business growth agenda. The B2B business is a key Accelerated Growth strategic lever and aspires to double its bottom-line results by 2025.

Accelerating our lubricants growth in certain resilient sectors has been identified as a foundation for our growth. We are looking to bring on new sales talent to maintain and develop existing B2B customer relationships. The role will specialize in sales and account management in the heavy industry sectors.

What’s the role?

The territory for this role covers LA, MS, and AR. A significant proportion of the business is in Shreveport, LA and Hodge, LA, but there are vital customer locations throughout the three states.

Qualified candidates will have proven sales track record and be able to identify, qualify, negotiate and win new business, delivering volumes and margins in line with businesses objectives and sector strategies.

Strengthen SOPUS brands and increase market share in respective territory.

Provide high level support to Key Accounts in both OEM and Sectors, including but not limited to Local and global key accounts.

Work closely with distributors on our delivery promise in terms of service of existing and onboarding of new customers.

Accountabilities:

• 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.

• Ability to demonstrate high-level understanding of Industrial & Transport lubes business.

• 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.

• 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 pricing, credit terms, and collections to deliver against targets for invoice accuracy and Past Dues. Negotiate contracts and investments with customers and manage the performance of existing and new investments over time. 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 HSSE issues that affect the individual, the office/field environment and their customers.

• Be accountable for own development plan to continuously improve competencies

Skills and Requirements

What we need from you?

Having a commercial mindset and strong financial acumen will be key to success in this role. Your ability to manage internal and external stakeholder relationships will be critical. Your dedication to growing the business in line with sector priorities will have a direct impact on our bottom-line results.

• Must have legal authorization to work in the US on a full-time basis.

• Bachelor's degree in a technical discipline is preferred.

• Minimum 5 years of sales experience dealing with complex & multi-site corporate accounts.

• Proven track record of delivery in a B2B/B2C sales environment

• Current experience and relationships with B2B companies in the US is preferred.

• 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.

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

• Previous experience negotiating independent dealer contract renewals.

• Roughly 50% overnight travel required (Depends on territory)

We encourage employees to share if they have specific flexible working requirements. Flexibility will mean different things to different people and we are interested to know what might be needed to help you succeed and be at your best. We will endeavour to accommodate those requirements with consideration both for what is required in the role and taking the lead from a local country policy perspective.

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.

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 Royal Dutch/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.

According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

Company info

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