Field Based Account Manager - B2B

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Job Information
Shell
Field Based Account Manager - B2B
in
Toronto
Canada
Ontario, Canada
Job Family Group:
Commercial and Retail
Worker Type:
Regular
Posting Start Date:
March 29, 2023
Business unit:
Downstream
Experience Level:
Experienced Professionals
Job Description:
Position Purpose
The North America Lubes Market is mature and highly competitive and represents a significant opportunity to delivering the growth aspirations for Shell. The Field Based Account Manager (FBAM), B2B is responsible and accountable to deliver significant growth in the Transport, Industry, Manufacturing, and Construction sectors at a minimum, achieving the vision and strategy in B2B sales to double our business by 2025 or earlier.
The role of the Field Based Account Manager, B2B is to develop new customer relationships and deliver Shell’s strategic growth plans in the Province of Ontario. Working within the B2B channel, the FBAM will achieve “best in class” financial results through strong leadership, a ONE team approach and a focus on keeping the customer at the epicenter of everything they do. By applying Sales 1st and Challenger Selling behaviors diligently, the FBAM will deliver Shell’s strategic goals and growth ambitions to be the world’s most competitive and innovative lubricants business.
Accountabilities:
Identify, qualify, negotiate, and win new business within identified B2B sectors
Deliver volume and margin in line with businesses objectives and rules of winning through acquiring organic new business and by expanding business with current customers
Strengthen brands and increase market share in respective territory
Provide high level support to key and national accounts
Fill pipeline with qualifying accounts, identify these accounts through cold calling, networking and resources. Exceed team and individual KPIs as set by management
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 right selling.
Understand the activity, business and needs of customers; provide sound information and advice on products and services
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 customer Account Plans to maximize results
Efficiently implement national promotions and marketing initiatives with customer
Effectively use Customer Relationship Management, Salesforce software
Successfully use the SPANCOP (sales pipeline) process in sales activities
Be responsible and proactive in HSSE issues that affect the individuals, the office / field environment, and their customers
Accountable for own development plan to continuously improve competencies.
Ability to manage a variety of customers and accounts is critical
Role will require a mix of hunting for new organic business, while maintaining and growing premiums with existing accounts. Identifying cross sell and right sell opportunities and strong account management is critical in this role
Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt
Ensure all service providers carry out the agreed terms
Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team
Work with other Shell teams and third parties (i.e. Key Account Managers, Indirect Account Managers, as well as support functions such as Sales Support, Marketing, Credit and Finance) to deliver results and provide an efficient and cost-effective service to the customers
Skills & Requirements:
Must have legal authorization to work in Canada on a full-time basis for anyone other than current employer
Minimum 5 years of experience in Sales with field value selling & P&L accountability
Bachelor’s Degree in any related field of study
Proven experience developing and negotiating multi-year sales agreements.
Proven experience with strategic market-based pricing experience maximizing profitability.
Ease in dealing with project, departmental, and executive level stakeholders and leading complex negotiations through various levels of the organization.
Driver’s License is a need
If you don’t see yourself fully reflected in every job requirement listed in the posting above, we still encourage you to reach out and apply. Research has shown that women from under-represented groups often only apply when they feel 100% qualified. We are committed to creating a more equitable, inclusive, and diverse company and we strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientations, and life experiences to apply.
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.-À NOTER: de temps à autre, il arrive que nous modifions ou que nous retirions des emplois chez Shell et nous nous réservons le droit de le faire à tout moment, y compris avant la date limite indiquée. Avant de candidater, il vous est conseillé de bien lire notre politique en matière de protection des données. Celle-ci décrit comment vos données personnelles peuvent être traitées et vous informe que vos données personnelles peuvent être transférées à Shell/ aux sociétés du groupe Shell dans le monde entier. Ni le groupe Shell, ni aucune de ses sociétés de conseil en recrutement agréées ne sauraient vous demander de payer des droits pour examiner votre candidature à une carrière chez Shell. Quiconque vous demande un tel paiement n’est pas un représentant agréé de Shell et il vous est fortement conseillé de refuser d’effectuer un tel paiement. Shell respecte l’égalité d’accès à l’emploi
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.

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