Sales Account Executive

Ontario, CanadaJob Family Group:Sales & MarketingWorker Type:RegularPosting Start Date:December 2, 2025Business Unit:Downstream and RenewablesExperience Level: Experienced ProfessionalsJob Description: What’s the roleShell is seeking a dynamic and strategic Sales Account Executive (internally known as a B2C Field-Based Account Manager) to join our Business to Consumer (B2C) & Global Key Accounts (GKA) team in Canada. This is a high-impact, field-based role where you’ll be at the forefront of driving growth in one of the most competitive and mature markets in North America.As part of Shell’s mission to become the world’s most competitive and innovative lubricants business, you’ll lead business development efforts across a high-value portfolio of Auto, Heavy Duty, and Agriculture Original Equipment Manufacturer (OEMs). You’ll manage and increase value directly with existing dealer groups as well as win new business as part of national and global accounts, growing value through business development in a region primed for strategic expansion and building long-term partnerships.This role is more than just sales—it’s about leadership, vision, and delivering results. You’ll be empowered to shape Shell’s growth trajectory through a customer-centric approach, commercial acumen, and a learner mindset. If you’re passionate about creating impact, thrive in a fast-paced environment, and want to be part of a team that puts the customer at the heart of everything it does, we want to hear from you.Accountabilities:Drive volume and margin targets by managing an existing portfolio, actively acquiring new business and expanding existing accounts. Execute high impact best in class business development strategies and deliver measurable account value, all while aligning with Shell’s commercial goals and embracing a collaborative One Team mindsetSell and negotiate value-driven solutions that deliver mutual success. Focus on building long-term partnerships rather than transactional deals, consistently surpassing individual and team KPIs through strategic selling and customer engagementMaximize customer value through expert account management. Apply cross-selling, range selling, and right-selling techniques to deepen relationships, expand product penetration, and strengthen Shell’s brand presence as well as market share across your territoryActively manage Salesforce as your Customer Relationship Management tool to manage opportunities with precision. Qualify leads through proactive outreach – ABM campaigns, cold calling, networking, and other lead generation tactics - to maintain a strong, healthy pipeline sufficiency and accelerate deal closureDemonstrate Commercial Excellence by strategic call planning, disciplined pipeline management, and developing customer account plans with effective communication that drive performance and unlock growthActivate marketing initiatives by implementing regional and national promotions with customers. Boost brand visibility and increase market share through effective execution and customer alignmentBuild strategic relationships by networking and negotiating with large, multi-site organizations, driving consensus across the buying group while leveraging identified mobilizers —both private and publicly traded. Focus on premium product offerings to deliver volume and margin targetsCollaborate across teams by working seamlessly and in lock step with Key Account Managers, Indirect Account Managers, and support functions including Customer Operations, Marketing, Credit, and Finance. Ensure efficient service delivery and a unified approach to customer success with a lens on cost to serveResponsible and proactive in HSSE issues that affect the individuals, the office / field environment, and their customersEnsure 100% ethics and compliance in training and day-to-day activities to maintain Shell’s licenses to operateWhat you bring Must have legal authorization to work in Canada on a full-time basis for anyone other than current employerBachelor’s Degree is preferredAt least 5+ years sales experience with in-field selling and P&L accountabilityDemonstrated ability to grow sales period over period, including volume, market share, and profitabilityProven experience developing and negotiating multi-year sales agreementsProven experience with strategic market-based pricing, maximizing profitabilityDemonstrated Heavy Duty or Agricultural OEM sector experienceExperienced in engaging with project, departmental, and executive-level stakeholders, as well as leading complex negotiations across various levels of the organization, both internally and with external companiesKnowledge of customer relationship management tools and processes like Salesforce, Challenger Selling, MS Office suite softwareMust be willing to work remotely, with an expected travel requirement of 30–40%, including, but not limited to, travel within Ontario and ManitobaMust have a valid driver's licenseIf you don’t see yourself fully reflected in every job requirement listed in the posting above, we still encourage you to reach out and apply. Research has shown that women from under-represented groups often only apply when they feel 100% qualified. We are committed to creating a more equitable, inclusive, and diverse company and we strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientations, and life experiences to apply. What we offerYou bring your skills and experience to Shell and in return you work with talented, committed people in an innovative work environment. You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You’ll be able to balance your priorities as you become the best version of yourself.Progress as a person as we work on innovative projects togetherContinuously grow the transferable skills you need to get aheadWork at the forefront of technology, trends, and practicesCollaborate with experienced colleagues with unique expertiseAchieve your balance in a values-led culture that encourages you to be the best version of yourselfBenefit from flexible working hours, and the possibility of remote/mobile workingPerform at your best with a competitive starting salary and annual performance related salary increase; our pay and benefits packages are among the best in the worldTake advantage of paid parental leave, including for non-birthing parentsJoin an organization working to become one of the most diverse and inclusive in the worldWe strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to applyGrow as you progress through diverse career opportunities in national and international teamsGain access to a wide range of training and development programsWe'd like you to know that Shell has a bold goal: to become one of the world’s most diverse and inclusive companies. You can get to know more about how we're working towards that goal, .Shell in CanadaShell Canada is part of a global group of energy and petrochemicals companies with an average of 92,000 employees in more than 70 countries and has been operating in Canada since 1911.Shell Canada is one of the few truly integrated energy companies in Canada with all of Shell’s global businesses represented, including upstream, integrated gas, downstream, and renewables and energy solutions. That means we do everything from exploration, gas production, refining and manufacturing, to providing fuels and developing energy solutions for our customers.At a glance, our businesses and projects in Canada include:Joint Venture Partner (40%) with LNG Canada which will export Canadian natural gas to Asian marketsShale gas and liquids assets in Alberta and British ColumbiaA network of 1,400 retail stations across CanadaThe Scotford Complex in Alberta, includes an upgrader, chemicals plant and is home to the Quest carbon capture and storage facilityThe Sarnia Manufacturing Centre refinery in OntarioInvestments in renewables and energy solutions, including EV charging, hydrogen and biofuels15 Shell-owned distribution terminals, three of which have marine operationsShell Aviation Canada delivers across a network of 27 airport fixed-based operations and airport consortiums, from coast to coast. Shell Aviation provides 1.7 billion liters of high-quality fuel annually in Canada and offers reliable and safe into-plane deliveryStrong Sulphur and Lubricants businesses as well as an innovative Supply and Trading business-