Account Manager Lubricant Automotive
Shell · Paris, Île-de-France, France
- On site
- Full-time
- €75,000 / year
- Paris, Île-de-France, France
Job highlights
- Grow Shell lubricant market share locally.
- Increase existing accounts' share of wallet.
- Hunt for new lubricant business opportunities.
- Develop and implement sales strategies.
- Manage key accounts and drive growth.
About the role
Account Manager Lubricants
The Account Manager's main role is to grow the local market share of SHELL per sector of activities by both increasing our share of wallet at existing accounts as well as hunting for new lubricant business. The Account Manager's role is key in ensuring short to medium term growth and while doing so, maximize the potential of existing accounts to grow them to Key Accounts level.
Responsibilities:
- Build the prospection pipeline and the commercial offer for identified accounts and prospects to ensure sustainable local growth.
- Be accountable for generating a defined growth target (Vol/ C3/ C3+) for existing accounts in Franchised workshops.
- Negotiate and coordinate offers for new and/or medium-sized accounts and implement deals locally (Franchised workshops and Truck workshops).
- Coordinate implementation actions and growth projects with the extended team: Global and regional Key Account Managers, Marketing, Technical, LSC, Legal & Finance.
- Collaborate with the extended team to define a clear sector strategy and drive business forward by ensuring strong Key Account Plans and brainstorming innovative Customer Value Propositions (CVPs).
- Demonstrate a customer-centric and Enterprise 1st approach: CRM KPIs, cash management, collaboration and information sharing between distribution channels.
- Deliver a personal Goal Zero and promote the values of SHELL (ethics & compliance, etc.).
Role Breakdown:
- 40% prospection - 60% implementation/coordination/farming.
Reporting Structure:
This position is part of the Direct Sales organization and will report directly to the Country Business Manager Direct. The successful candidate will have the opportunity to develop their negotiating & prospecting skills by increasing the dimension of the customer portfolio given.
Key Accountabilities & Metrics:
- French Market Share: 14%
- SHELL Lubricants Global Market Position: N°1 for 19 consecutive years
- Sales Force / Opportunity Pipeline: 3500KC3 with a success hit rate of +15% expected
- Current Portfolio Vol/C3: 32000M3/4200K€ C3
- Key account plans reviewed regularly
- HSSE: NO LSR Violation - Goal Zero - 2 Near misses reported per year
Skills & Requirements:
- Mandatory experience in Key Sales Account Management, preferably in a B2C channel.
- Experience in the automotive industry.
- Creativity: ability to think out-of-the-box and use/develop digital tools as required.
- Demonstrates ability to create an account strategy.
- Technical acumen.
- Good engagement skills: internal & external.
- Mastery in negotiation and customer relationship management.
- Good project management skills: analytical and structured.
- Strong drive and ability to work autonomously.
- Proficient in English.
Additional Information:
- Role is based in the Paris area due to necessary travel.
- This role will include approximately 70% travel.
- This role is eligible for the sales bonus scheme.
- We encourage employees to share if they have specific flexible working requirements. Flexibility will mean different things to different people, and we are interested to know what might be needed to help you succeed and be at your best. We will endeavor to accommodate those requirements with consideration both for what is required in the role and taking the lead from a local country policy perspective.
Key skills/competency:
- Account Management
- Lubricants Sales
- Automotive Industry
- B2C Sales
- Sales Strategy
- Negotiation
- Customer Relationship Management
- Pipeline Management
- Business Development
- Project Management
Skills & topics
- Account Manager
- Lubricants Sales
- Automotive Sales
- B2C Sales
- Sales Strategy
- Key Account Management
- Business Development
- Negotiation
- Customer Relationship Management
- Sales Bonus
How to get hired
- Tailor your resume: Highlight key sales account management and automotive experience, focusing on B2C and negotiation successes.
- Showcase creativity: Emphasize your ability to use digital tools and think outside the box for account strategies.
- Quantify achievements: Use specific numbers for pipeline growth, market share increases, and sales targets met.
- Prepare for interviews: Be ready to discuss your negotiation tactics, customer relationship approach, and project management skills.
- Demonstrate drive: Convey your autonomous work style and commitment to SHELL's values and Goal Zero.
Technical preparation
Master CRM and sales pipeline tools.,Understand lubricant product specifications.,Analyze market data for opportunities.,Develop digital sales tools proficiency.
Behavioral questions
Describe a complex negotiation you managed.,How do you build strong customer relationships?,Tell me about a time you thought outside the box.,How do you manage autonomous work and travel?
Frequently asked questions
- What is the primary focus of the Account Manager Lubricants role at Shell?
- The primary focus of the Account Manager Lubricants role at Shell is to grow the local market share in the automotive sector by expanding business with existing accounts and acquiring new lubricant customers.
- What percentage of travel is expected for the Account Manager Lubricants position in Paris?
- The Account Manager Lubricants role based in the Paris area is expected to involve approximately 70% travel.
- What are the key performance indicators (KPIs) for an Account Manager Lubricants at Shell?
- Key performance indicators include achieving defined growth targets (Vol/C3/C3+), managing CRM KPIs, maintaining cash management, and adhering to HSSE goals like Goal Zero.
- What kind of experience is mandatory for the Account Manager Lubricants role?
- Mandatory experience includes Key Sales Account Management, with a preference for experience in the B2C channel and the automotive industry.
- How does the Account Manager role balance prospecting versus account management?
- The role balances activities with 40% dedicated to prospecting and 60% focused on implementation, coordination, and farming existing accounts.
- What digital tools are relevant for the Account Manager Lubricants position?
- The Account Manager is expected to be creative and utilize or develop digital tools as required for their account strategies and business development.
- What is Shell's market position in lubricants?
- Shell has been the number one lubricants provider globally for 19 consecutive years.
- How is the Account Manager Lubricants position structured within Shell?
- The position is part of the Direct Sales organization and reports directly to the Country Business Manager Direct.