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Field Based Account Manager

3 months ago

Toronto, Canada Shell Full time

**The Role**:
**Position Purpose**

The North America Lubes Market is mature and highly competitive and represents a significant opportunity to delivering the growth aspirations for Shell. The Field Based Account Manager (FBAM), 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.

**Accountabilities**:

- Identify, qualify, negotiate, and win new business within identified B2B sectors
- 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
- 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
- Efficiently implement national promotions and marketing initiatives with customer
- Effectively use Customer Relationship Management, Salesforce software
- Successfully 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
- 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
- Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt
- 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 customers

**Skills & Requirements**:

- Must have legal authorization to work in Canada on a full-time basis for anyone other than current employer
- Minimum 5 years of experience in Sales with field value selling & P&L accountability
- Bachelor’s Degree in any related field of study
- 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.
- Driver’s License is a need
**Disclaimer