District Account Manager - Miami FL

Profile

Florida, United States of America

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

February 2, 2022

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

What’s the role -

The District Account Manager will be the sole responsible for the Quaker State, Shell and Pennzoil brands in 6 different Markets across Central America: Costa Rica, Honduras, El Salvador, Nicaragua, Guatemala and Panama.

Key Activities:


Relationship management
Manage the Macro Distributor relationship to deliver strong alignment to agreed strategy.
Establishes, develops and manages a win-win Distributor relationship that deliver for both Shell and Distributor volume and profitability objectives while maximizing the value of Shell brands.
Creates a deep understanding of the Distributor, their needs and structure.
Sales Leadership
Provide Sales leadership to the MD sales force by driving Sales 1st tools and behaviors and providing regular coaching and development.
Provide direction to sales staff in order to achieve account plan objectives including Sales Managers (DSMs), Field Based Account Managers (DSR), and Distributor sales staff- Develop and implement Annual Business & Marketing Plans via the MD with the Sales Team Lead and Cluster Marketing Manager, including Market needs analysis, identification of cross-selling and up-selling opportunities in support of the overall strategic customer account plan.
Lead & support management of key Platinum & Gold customers and also GKA.
Manage Spancop top 5 and big 5.
Stakeholder management
Maintain key internal interfaces with Shell peers (e.g. Retail, Marine, Aviation).
Maintain interaction with internal stakeholders (i.e. LSC, OTC, Marketing, Technical etc) to ensure that agreed service levels to the MD are met.
Operational excellence
Support implementation of the S&OP and PLM processes with the MDs, including collaborative forecast.
Resolve operational issues of the MD in the Order-to-Cash process in cooperation with the Operations Support and CSC team.
Manage the Shell Contractual arrangements with MD to ensure compliance.
Behavioral
Be responsible and proactive in HSSE issues affecting Shell staff and customers.
Adherence to Shell Business Principles, Shell Code of Conduct, HSSE policies & standards, HSSE life save rules, competition law, ABC and E&C.
Operate within agreed Authority levels and adhere to Lubes and SLSC MoA.
Accountable for driving own individual development to continuously improve competencies.


Position’s Special Challenges:


Cover multiple business environments and portfolio and motivate and coach professional Distributors.
Be the sole responsible for the Quaker State, Shell and Pennzoil brands in the Territory
Lead MDs in different geographies within North LA who are experiencing different growth rates and will require a tailored approach to deal with.
Be responsible to manage the Quaker State MDs in the region, who still operate under the legacy contract from QS prior to Shell's acquisition. To coach, drive and motivate this team will be key to deliver the expected results.
Renew some of the contracts that are about to expire and also consider potential synergies for future network optimization.


Position’s Additional Comments


Anticipated work location/s: MIAMI - FLORIDA
Ability to handle multiple stakeholders and manage multiple complex deals simultaneously.
Ability to influence distributor mindshare towards more focus and selling efforts towards Shell brands and CVPs.
Building selling competencies of distributor sales managers and sales reps.


Skills & Requirements

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.
Minimum eight (8) years in commercial roles of increasing responsibility.
Bachelor’s degree or equivalent in a Business-related field (Bus Adm, Mktg, etc.) required.
Fluency in English and Spanish is a must.
Managing the Direct Sales business in conjunction with multiple, diverse, enterprise initiatives.
Demonstrated leadership in managing business initiatives and projects.
Ability to influence internal and external stakeholders through various communication methods.
Strong analytical and strategic skills required.
Strategic business planning and implementation preferred.
Responding to multiple tasks with competing priorities.
Requires flexibility and quick response/turnaround times in addition to delegation and delivering results through others.
Thorough understanding of the Lubricants market and its challenges is a must have requirement, either for B2B (Sales First, Spancop, Value Selling, Collaboration) or B2C (Drill and DEP)
Proven track record of success in commercial business activities; sales or marketing.
Strong business analytical and problem-solving skills, commercial mindset.
Able to work independently and with limited supervision, highly self-motivated and able to effectively manage various competing priorities.
Strong interface / stakeholder management skills and proven ability to work with, influence and lead diverse teams outside the line as well as delivering results through others.
Ability to manage self-performance and interaction in a virtual environment
Resilience to deal with travelling duties and manage effectively work life balance, 50% of the time spent travelling.


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 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.

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