Key Account Manager Europe

Profile

, United Kingdom

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

February 10, 2022

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

What’s the role?

We are offering an unique and challenging position to join our Shell Lubricants Solution team in Europe. The European Key Account Manager is a Sales & Account Management role, with a core aim of delivering top line growth for Shell Lubricants across strategic Global Key Accounts as well as via Distributors. Objective of the position is to develop and manage long-term relationships with stakeholders at senior level within the key accounts under several European markets, across different sectors such as Automotive, Power or Transport.

This position will be reporting to the North Europe Business Manager and will be working as part of a virtual and diverse commercial European team. The commercial responsibility of the Key Account Manager will be to manage a business generating 25 Million $ proceeds per year, across 20 customers and distributors spread over 8 countries including Austria, Denmark, Finland, Sweden, Czech Republic, Slovakia, Switzerland, and Iceland. The role is virtual based in Europe (UK, Germany, Netherlands, France and Poland are possible locations for the role) and with short term international travel required in the region.

What we need from you?


An account manager with strong commercial skills, solution oriented, decision making profile with good interpersonal and communications skill, capable of designing and implementing high level strategies, and with demonstrated ability to establish effective business relationships and to deliver through others.
The candidate should also be a good team player and in parallel with the ability to work on their own initiatives with high level of independence in an entrepreneurial environment with strong commercial and project management skills. It will be ideal for candidates intending to develop an international sales career and interested to make a strong positive contribution to the Energy Transition
This is a great opportunity within Shell Lubricant Solutions requiring an individual with an ability to work across all of Shell Lubricant channels, product categories and in several markets, as part of an experienced and diverse international team. Knowledge of Lubricant business is not required to apply to the position although it is a plus.
Fluency in English is a must.


Key Requirements

The candidate is expected to immerse into the needs and specific challenges connected to the countries and industries that the customers are active in, making it very broad, and therefore has a wide exposure into the Shell organization.

It requires strong relationship building and prioritization skills to manage several projects in parallel, ability to learn fast to understand B2C/B2B dynamics and product portfolios, experience in commercial negotiations and value creation, ability to deliver through others to focus on integrated business value creation - via collaboration with internal stakeholders from Supply Chain, Customer Operations, Marketing and Technical departments, as well as with external stakeholders from the Key Accounts (from CEO down to front line staff level).

Key abilities required:

Relationship management:


Manage the relationship with the Key Accounts and Distributors to deliver the Annual Business Plan, with strong alignment with the agreed Global Key Account strategy, most prominently with purchasing and R&D departments
Establish, develop and manage win-win relationships that deliver for both Shell and Customers the volume and profitability objectives.
Gain a deep understanding of the customer, their needs and structure, to unveil opportunities and anticipate challenges.


Sales and Business Leadership


Understand and keep track of the competitor landscape, changing customer needs and business environment to be able to design meaningful strategies for each account.
Develop a regional strategy for the Global Key Accounts. Plan, monitor and achieve individual sales targets and be accountable for the overall performance of assigned portfolio: sales volume, margin, growth, pipeline, payment performance, forecasting, etc
Drive the pipeline management process across the assigned territory, focusing on growth across cross-sell, up-sell and new opportunities


Operational Excellence


Resolve operational issues of the customer in the Order-to-Cash process
Manage the Shell Contractual arrangements with accounts to ensure compliance
Support implementation of different improvement projects across portfolio and achieve customer satisfaction targets


COMPANY DESCRIPTION

Shell is an international energy company with expertise in the exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals. We use advanced technologies and take an innovative approach to help build a sustainable energy future. We also invest in power, including from low-carbon sources such as wind and solar; and new fuels for transport, such as advanced biofuels and hydrogen.

Shell's purpose is to power progress together with more and cleaner energy solutions. We believe that rising standards of living for a growing global population are likely to continue to drive demand for energy, including oil and gas, for years to come. At the same time, the need to tackle climate change means there is a global transition under way to a low-carbon energy system, where we have the ambition to be carbon neutral from our own operation by 2035 and achieve net zero emissions by 2050.

Shell has been named as the leading global supplier of finished lubricants for the 15th consecutive year based on by Kline & Company. Shell Lubricant solutions supports the Shell Group strategy through powering our customers growth and harnessing our diverse cultures to win together today, whilst building towards a more sustainable future together with our partners and customers.

Shell Lubricant Solutions is building a highly professional, commercially focused organization. People with strong commercial skills and experience are critical to achieve our aims of building upon our marketing strength, focusing on key growth markets, strengthening the supply chain organization and supporting the evolving environment arising through the energy transition on areas such a sustainability, digitalization and servitization.

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 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 is an Equal Opportunity Employer.

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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