Account Manager Lubricants

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