Company: Shell
Skills: Sales
Experience: 16 + Years
Education: Bachelors/3-5 yr Degree
Location: Calgary, Alberta, Canada

Position Purpose

The North American Lubes Market is mature and highly competitive and this positions us to deliver the growth aspirations for Shell. Shell has been the No.1 global lubricants supplier for 16 consecutive years and in this role as the OEM Local Key Account Manager, you will work as part of a high-growth organization that is demonstrating sustainable growth organically and through our strategy of powering progress together.

As the Local Key Account Manager, OEM (Original Engine Manufacturer), you will take ownership of delivering growth in the Automotive and Heavy-Duty OEM sectors (car and truck dealers). By applying Challenger Selling behaviors, you will deliver Shell's strategic goals and growth ambitions to be the world's most competitive and innovative lubricants business. You will work in a very organized team and hone your interpersonal skills to sell proven programs to the OEM Dealer network by leveraging the well-developed relationships with your OEM Regional Field counterparts. In your day-to-day, you will focus on building relationships on the Fixed Operations (Parts and Services) side of the business.

  • Identify, qualify, negotiate, and win new business within Auto/HD Truck OEM Dealer Channel
  • 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
  • Assist in the development of new and improved Dealer programs for implementation
  • Strive for a low-touch/high-yield environment and significant prioritization and alignment with the key account managers, supporting field-based account managers and OEM Field counterparts
  • Strengthen brands and increase market share in respective geography
  • Fill the pipeline with qualifying accounts, and identify these accounts through cold calling, networking, and resources
  • Increase the value for existing Shell customers through cross, range, and right selling
  • Actively plan, monitor, and achieve individual and team sales targets
  • Responsible for the HSSE issues that affect the individuals, the office/field environment, and their customers
  • Ensure all service providers carry out the agreed terms

Please Note : You must have a valid Driver's License because this role is expected to travel

50% of the time.

Skills & Requirements
  • Minimum 3 years of relevant experience in a similar role; sales and selling brand value
  • OEM experience (working for or selling into) will be highly valued in candidate selection
  • University Degree and or relevant experience and training will be considered
  • Ability to grow sales period-over-period; Volume, Market Share, and Profitability
  • Experience in developing and negotiating multi-year sales agreements.
  • Must have legal authorization to work in Canada on a full-time basis for anyone other than the current employer