[Hiring] B2B Key Account Manager @Shell

Role Description

Shell Canada is seeking a B2B Key Account Manager to join its team in Alberta. The NA B2B Lubes market is mature and highly competitive and represents a significant growth opportunity for Shell due to our current market share position. The Key Account Manager, B2B will manage large direct accounts, is responsible and accountable to deliver significant growth in the resilient sectors. This is a remote role and requires approximately 30–40% travel, with a company car provided.

• Manage performance measures and financials, ensuring delivery of Sector P&L targets to include volumetric growth, revenue delivery and expense management.
• Clear accountability and ownership of B2B key accounts, portfolio, support business initiatives and programs facilitated through Field Based Account Managers.
• Drive new business development and premium acceleration of profitable and strategic volume in line with business objectives, rules of winning, and enterprise first focus through P&L management.
• Maintain and increase the value and return on existing Shell customer portfolio through cross, range, and upselling.
• Able to competently analyze P&L reports and identify, manage, and execute on areas of underperformance.
• Drive a high degree of focus on pipeline management and execution to ensure resources to win and deliver growth targets in the sectors are utilized consistently.
• Develop relationships, respond to RFQs, prepare offers and work with key Shell stakeholders to collaboratively sign net new business in the B2B channel for Shell.
• Work closely with other Shell teams and third parties on sector strategies and route to market.
• Act within strict Health & Safety guidelines leading by example and be responsible for proactive HSSE issues that may impact themselves, the office or customer environments.
• Ensure 100% Ethics and Compliance across trainings and daily activities to safeguard Shell’s license to operate.
• Strengthen Shell brands and increasing market share in respective channel.
• Provide hands-on support to Field Based Account Managers across Canada to drive growth aligned with national strategy and objectives.
• Develop a strategic pipeline of growth opportunities (i.e. Premium Acceleration) within existing account base to support overall Lubricants growth aspirations.
• Plan and lead F2F customer meetings for joint business reviews and goal setting to jointly deliver.

Qualifications

• Must have legal authorization to work in Canada on a full-time basis for anyone other than current employer.
• Bachelor’s degree required and MBA or equivalent experience preferred.
• At least 10 years sales, marketing, and or commercial management experience in lubricants or related business with consumer, transport and industry products sales is a plus.
• Experience managing Head Office relationships or National Accounts, with a strong ability to maintain and develop relationships with senior decision-makers at the head-office level.
• Previous territory sales experience with P&L accountability responsibility across given territory.
• Demonstrated ability to grow sales as measured by period-over-period increases.
• Must be willing to travel 30–40% of the time as required by the nature of the role.
• Must hold a valid driver’s license.

Benefits

• Work with talented, committed people in an innovative work environment.
• Opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another.
• Balance your priorities as you become the best version of yourself.
• Progress as a person as we work on the energy transition together.
• Continuously grow the transferable skills you need to get ahead.
• Work at the forefront of technology, trends, and practices.
• Collaborate with experienced colleagues with unique expertise.
• Achieve your balance in a values-led culture that encourages you to be the best version of yourself.
• Benefit from flexible working hours, and the possibility of remote/mobile working.
• Perform at your best with a competitive starting salary and annual performance-related salary increase.
• Take advantage of paid parental leave, including for non-birthing parents.
• Join an organization working to become one of the most diverse and inclusive in the world.
• Grow as you progress through diverse career opportunities in national and international teams.
• Gain access to a wide range of training and development programs.