Field Based Account Manager - Ontario

Profile

Job Information
Shell
Field Based Account Manager - Ontario
in
Toronto
Canada
Ontario, Canada
Job Family Group:
Commercial and Retail
Worker Type:
Regular
Posting Start Date:
September 22, 2021
Business unit:
Downstream
Experience Level:
Experienced Professionals
Job Description:
Where you fit in -
The NA Lubes Market is mature and highly competitive and represents a significant opportunity to delivering the growth aspirations for Shell. The Field Based Account Manager, B2B
is responsible and accountable to deliver significant growth in the Transport, Industry, Manufacturing, and Construction
sectors at a minimum, achieving the vision and strategy in B2B sales to double our business by 2025 or earlier.
What's the role -
The role of the Field Based Account Manager, B2B
is to develop new customer relationships and deliver Shell’s strategic growth plans in Ontario
. Working within B2B channels and line of business, the FBAM will achieve “best in class” financial results through strong leadership, a ONE team approach, and a focus on keeping the customer at the epicenter of everything they do. By applying Sales 1st and Challenger Selling behaviours diligently, the FBAM will deliver Shell’s strategic goals and growth ambitions to be the world’s most competitive and innovative lubricants business.
Accountabilities:
Identify, qualify, negotiate, and win new business within identified B2B channels
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.
Strengthen brands and increase market share in respective territory
Provide high level support to key and national accounts.
Network and negotiate with large Multiple Operating Groups (both private entities and publicly traded organizations) to deliver volume and margin targets with a focus on premium products.
Fill pipeline with qualifying accounts, identify these accounts through cold calling, networking and resources. Exceed team and individual KPIs as set by management.
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 relationships and acquiring new business relationships.
Increase the value for existing Shell customers through cross, range and right selling.
Understand the activity, business and needs of customers; provide sound information and advice on products and services.
Sell and negotiate win-win solutions with customers.
Plan, monitor and achieve individual and team sales targets (e.g. margin, growth, named customer CVP, and trade debtor target.)
Develop, update, maintain, and communicate customer Account Plans to maximize results.
Effectively implement national promotions and marketing initiatives with customers.
Effectively use Customer Relationship Management, Salesforce software.
Effectively use the SPANCOP (sales pipeline) process in sales activities.
Be responsible and proactive in HSSE issues that affect the individuals, the office / field environment and their customers.
Be accountable for own development plan to continuously improve competencies.
Ability to manage a variety of customers and accounts is critical.
Role will require a mix of hunting for new organic business, while maintaining and growing premiums with existing accounts. Identifying cross sell and right sell opportunities and strong account management is critical in this role.
For new and existing customers, define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan. Credit control duties will be required, as will difficult conversations surrounding shortfalls and contractual penalties.
Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt.
Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including price, contract, payment terms and services).
Ensure all service providers carry out the agreed terms.
Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.
Work with other Shell teams and third parties (i.e. Key Account Managers, Indirect Account Managers, as well as support functions such as Sales Support, Marketing, Credit and Finance) to deliver results and provide an efficient and cost-effective service to the customer.
Skills and Requirements
What we need from you -
Must have legal authorization to work in Canada on a full-time basis for anyone other than current employer.
Bachelor's degree highly preferred.
Minimum five (5) years sales experience with field value selling and P&L accountability.
Demonstrated ability to grow sales period-over-period; Volume, Market Share, and Profitability.
Proven experience developing and negotiating multi-year sales agreements.
Proven experience with strategic market-based pricing experience maximizing profitability.
Ease in dealing with project, departmental, and executive level stakeholders and leading complex negotiations through various levels of the organization.
Knowledge of customer relationship management tools and processes like Salesforce, Challenger Selling, MS Office suite software.
Proven communication excellence; leveraging multiple communication tools, and self-sufficient in developing strategic visual communications supporting offers.
25% travel requirement
Excellent English language skills (verbal & written)
Valid driver’s license
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.
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.
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.-À NOTER: de temps à autre, il arrive que nous modifions ou que nous retirions des emplois chez Shell et nous nous réservons le droit de le faire à tout moment, y compris avant la date limite indiquée. Avant de candidater, il vous est conseillé de bien lire notre politique en matière de protection des données. Celle-ci décrit comment vos données personnelles peuvent être traitées et vous informe que vos données personnelles peuvent être transférées à Royal Dutch Shell/ aux sociétés du groupe Shell dans le monde entier. Ni le groupe Shell, ni aucune de ses sociétés de conseil en recrutement agréées ne sauraient vous demander de payer des droits pour examiner votre candidature à une carrière chez Shell. Quiconque vous demande un tel paiement n’est pas un représentant agréé de Shell et il vous est fortement conseillé de refuser d’effectuer un tel paiement. Shell respecte l’égalité d’accès à l’emploi
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.

Company info

Sign Up Now - AccountManagementCrossing.com