Company: Shell
Skills: Sales
Experience: 5 + Years
Education: Bachelors/3-5 yr Degree
Location: San Diego, California, United States

Where You Fit In -

If you are a driven sales professional who enjoys growing the business with a track record for delivering strong performance results, the Market Account Manager role will provide you the opportunity to support the B2C Lubricants Sales team to achieve its growth targets.

The Americas Lubricants sales team is the ideal place for commercially minded individuals with a passion for delivering profitable volume and margin growth. The B2C business is the leading cash contributor to the Direct Lubricants organization, and as a member of this team, you will play a key role in driving the strategic growth priorities of several key accounts, including Stellantis, Hyundai, Bridgestone and others.

The lubricants industry is a dynamic business. We aim to deliver cash today and to lead in the energy transition for the future. Our B2C team is responsible for driving acceleration of synthetic products to support our 2025 ambition of > 50% premium lubricants penetration and for conquesting new business growth aligned to key account priorities.

When you join the B2C Lubricants Sales team, you will be part of a community that is high-performing and results-oriented. Our team members take pride in their ability to help solve our customers' unique challenges while also delivering strong business results.

Based in the West Coast region (Arizona, Oregon, California, Washington, Nevada, Utah), with candidates preferably residing in major metro of Arizona, California or Nevada.

What's the role -

The Market Account Manager (MAM) sells to the Consumer Sector, including OEM Dealerships, Fast Lubes, and Fast Fit Installers. This position will support our Key Accounts and secure new business growth in the assigned geography (Arizona, Oregon, California, Washington, Nevada, Utah).

This role is a remote based work setup as long as the identified candidate is based within the West Coast region (US) to support his/her assigned territory.

It is expected that the MAM role is accountable for the following:
  • Identify and win new business using Face to Face and Virtual selling and negotiating skills to grow the business by increasing Volume, Margin & Premiums in line with targets.
  • Strengthen Shell brands and increase market share in respective territory.
  • Effectively use pipeline management in sales activities.
  • Exceed team and individual Key Performance Indicators (KPIs) and Productivity Measures as set by the Regional Sales Manager.
  • Develop strong internal relationships with Local Key Account Managers (LKAMs) and Key Account Managers (KAMs) to maximize growth opportunities.
  • 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 relationship.
  • Increase the value and share for existing Shell customers through value-selling and Cross/Up selling and churn prevention.
  • Understand the business and needs of customers, provide sound insights and advice on products and services, articulate the value of opportunity, and negotiate win-win solutions with customers.
  • Plan, monitor, and achieve individual and team sales targets (margin, volume growth, and Premium targets.)
  • Collaborate across functions and with other Shell teams (KAM, LKAM, Indirect Team, Customer Care) to provide a level of service to customer that is efficient and optimized on a cost-to serve basis

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
  • This is a field-based sales position, and travel throughout your assigned geography is expected and will be frequent. Overnight travel will be required.

Specific professional skills include:
  • Must have legal authorization to work in the US on a full-time basis for anyone other than current employer
  • Minimum of five (5) years of experience of field sales and selling brand value.
  • BA/BS Degree is required.
  • Previous experience in the aftermarket automotive segment is helpful
  • Previous territory sales experience with P&L accountability/responsibility across assigned territory
  • Demonstrated ability to grow sales as measured by period over period increases in one or more key performance indicators (sales volume, market share, premium mix, per unit profit)
  • Demonstrate high-level understanding of the Consumer Lubricants business.
  • Ability to fill pipeline with qualified opportunities through a mix of cold calling, networking, and internal lead generation.
  • To be successful in the MAM role, it is important that you demonstrate strong interpersonal skills, a customer-focused attitude, and an ability to work independently and as a team player.

The base salary range for this position is $84, 000 - $126, 000 per year. Individual pay will be based on various factors, such as relevant work experience, education, certifications, skill level, seniority, and internal equity.

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 among other exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of oil products, chemicals, electric power, renewables and energy solutions.

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 processes, 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.